{"@context":"http://iiif.io/api/presentation/3/context.json","id":"https://lyrasis.aviaryplatform.com/iiif/j678s4mg9k/manifest","type":"Manifest","label":{"en":["Nonprofit Bootcamp Part 2: Donor Cultivation"]},"logo":"https://d9jk7wjtjpu5g.cloudfront.net/organizations/logo_images/000/000/166/original/LYRASIS_Learning.png?1631557479","metadata":[{"label":{"en":["Instructor"]},"value":{"en":["Witnie Martinez"]}},{"label":{"en":["Description"]},"value":{"en":["\u003cp\u003eRetention of donors is a dilemma faced by an overwhelming percentage of nonprofits. This workshop will cover how to build a stewardship plan, executing that plan and how to turn donors into your biggest advocates. Participants will leave with specific steps to help build a culture of philanthropy across their organization.\u003c/p\u003e\r\n\u003cp\u003eLearning Outcomes\u003c/p\u003e\r\n\u003cp\u003eBy the end of this class, students will be able to:\u003c/p\u003e\r\n\u003cp\u003eDescribe the steps to building a stewardship plan\u003cbr\u003eExplain at least one method for turning donors into advocates\u003cbr\u003eInstructor\u003c/p\u003e\r\n\u003cp\u003eWitnie A. Martinez is the Founder \u0026amp; CEO of Absolute Impact Consulting—a social impact advisory firm that helps nonprofits maximize their impact through expert consultation and professional development opportunities led by industry experts. Witnie thrives at the intersection of education, philanthropy, and leadership.\u003c/p\u003e\r\n\u003cp\u003eFor over a decade, her career has focused on expanding \u0026amp; diversifying revenue streams, increasing organizational impact, building systems and driving brand awareness for nonprofits across the country. Martinez has collectively helped organizations generate over $78M in revenue for annual budget needs and campaigns alike.\u003c/p\u003e\r\n\u003cp\u003eMartinez was born in Haiti and is a first generation college graduate. She holds an Ed.S. in Educational Leadership and a M.S. in Psychology, both from Nova Southeastern University; a certificate in Nonprofit Management from Duke University; and a B.A. in Theatre and a B.S in Health Sciences, both from Florida International University. Witnie and her family live in the Charlotte metropolitan area.\u003c/p\u003e"]}},{"label":{"en":["Date"]},"value":{"en":["2024-11-15"]}},{"label":{"en":["Language"]},"value":{"en":["English"]}}],"summary":{"en":["\u003cp\u003eRetention of donors is a dilemma faced by an overwhelming percentage of nonprofits. This workshop will cover how to build a stewardship plan, executing that plan and how to turn donors into your biggest advocates. Participants will leave with specific steps to help build a culture of philanthropy across their organization.\u003c/p\u003e\r\n\u003cp\u003eLearning Outcomes\u003c/p\u003e\r\n\u003cp\u003eBy the end of this class, students will be able to:\u003c/p\u003e\r\n\u003cp\u003eDescribe the steps to building a stewardship plan\u003cbr /\u003eExplain at least one method for turning donors into advocates\u003cbr /\u003eInstructor\u003c/p\u003e\r\n\u003cp\u003eWitnie A. Martinez is the Founder \u0026amp; CEO of Absolute Impact Consulting\u0026mdash;a social impact advisory firm that helps nonprofits maximize their impact through expert consultation and professional development opportunities led by industry experts. Witnie thrives at the intersection of education, philanthropy, and leadership.\u003c/p\u003e\r\n\u003cp\u003eFor over a decade, her career has focused on expanding \u0026amp; diversifying revenue streams, increasing organizational impact, building systems and driving brand awareness for nonprofits across the country. Martinez has collectively helped organizations generate over $78M in revenue for annual budget needs and campaigns alike.\u003c/p\u003e\r\n\u003cp\u003eMartinez was born in Haiti and is a first generation college graduate. She holds an Ed.S. in Educational Leadership and a M.S. in Psychology, both from Nova Southeastern University; a certificate in Nonprofit Management from Duke University; and a B.A. in Theatre and a B.S in Health Sciences, both from Florida International University. Witnie and her family live in the Charlotte metropolitan area.\u003c/p\u003e"]},"provider":[{"id":"https://lyrasis.aviaryplatform.com/aboutus","type":"Agent","label":{"en":["LYRASIS"]},"homepage":[{"id":"https://lyrasis.aviaryplatform.com/","type":"Text","label":{"en":["LYRASIS"]},"format":"text/html"}],"logo":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/organizations/logo_images/000/000/166/original/LYRASIS_Learning.png?1631557479","type":"Image"}]}],"thumbnail":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/collection_resource_files/thumbnails/000/256/840/small/GMT20241115-170246_Recording_2560x1600.mp4_1731939790.jpg?1731939796","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840","type":"Canvas","label":{"en":["Media File 1 of 1 - GMT20241115-170246_Recording_2560x1600.mp4"]},"duration":6542.04,"width":640,"height":360,"thumbnail":[{"id":"https://d9jk7wjtjpu5g.cloudfront.net/collection_resource_files/thumbnails/000/256/840/small/GMT20241115-170246_Recording_2560x1600.mp4_1731939790.jpg?1731939796","type":"Image","format":"image/jpeg"}],"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/content/1","type":"AnnotationPage","items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/content/1/annotation/1","type":"Annotation","motivation":"painting","body":{"id":"https://aviary-p-lyrasis.s3.wasabisys.com/collection_resource_files/resource_files/000/256/840/original/GMT20241115-170246_Recording_2560x1600.mp4?1731939785","type":"Video","format":"video/mp4","duration":6542.04,"width":640,"height":360},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840","metadata":[]}]}],"annotations":[{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638","type":"AnnotationPage","label":{"en":["Transcript [Transcript]"]},"items":[{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Perfect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=0.0,3.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/2","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hi, everyone. Thank you for attending today's Lyricist Learning webinar.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3.0,9.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/3","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is Nonprofit Boot Camp Part 2, Donor Cultivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=9.0,13.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/4","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"My name is Sam Eddington. I am the program leader for Larisys Learning, and I'm really excited to welcome you here today for this presentation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=13.0,20.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/5","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a couple of logistical notes before we begin.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=20.0,23.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/6","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We have Shania here with us. She is tech support and she is amazing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=23.0,28.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/7","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She has just put her information there in the chat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=28.0,30.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/8","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"if you experience any technical difficulties at all, please either send her a message there in the chat or call her at the telephone number she's provided.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=30.0,38.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/9","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And she will get you up and running as quickly as possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=38.0,42.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/10","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We are recording today's meeting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=42.0,44.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/11","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"After the meeting, probably next week.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=44.0,47.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/12","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you will receive an email. It will contain","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=47.0,50.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/13","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a copy of the recording.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=50.0,52.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/14","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or a link to the recording, a copy of the slides, and it will contain an evaluation survey if you've","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=52.0,58.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/15","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"complete that evaluation survey, then at the end of the month, we will send you a certificate of participation slash attendance","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=58.0,65.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/16","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"which you can use for any professional development needs you may have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=65.0,69.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/17","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That being said, it's my pleasure to be able to introduce our instructor, Whitney A. Martinez, who's the founder and CEO of Absolute Impact Consulting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=69.0,78.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/18","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a social impact advisory firm that helps nonprofits maximize their impact through expert consultation and professional development opportunities led by industry experts.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=78.0,87.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/19","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She thrives at the intersection of education, philanthropy, and leadership.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=87.0,92.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/20","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For over a decade, her career has focused on expanding and diversifying revenue streams.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=92.0,96.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/21","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Increasing organizational impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=96.0,98.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/22","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"building systems and driving brand awareness for nonprofits across the country.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=98.0,102.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/23","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She has collectively helped organizations generate over $78 million in revenue for annual budget needs and campaigns alike.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=102.0,110.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/24","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She was born in Haiti and is a first-generation college graduate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=110.0,113.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/25","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She holds an EDS in educational leadership and an MS in psychology, both from Nova Southeastern University.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=113.0,120.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/26","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a certificate in nonprofit management from Duke University.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=120.0,123.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/27","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and a BA in theater and a BS in health sciences, both from Florida International University.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=123.0,128.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/28","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"She and her family live in the Charlotte metropolitan area. And please join me in welcoming Whitney.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=128.0,134.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/29","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thank you so much, Sam. It's always a pleasure to be here with you all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=134.0,139.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/30","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to share this space with lyricists and all of the attendees from universities. I hope you guys can hear me okay now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=139.0,146.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/31","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, I always","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=146.0,148.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/32","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"like to start with a moment of transparency. You know, sometimes life gets the best of us. We're all crazy running around and today is one of those days for me. I'll be the featured guest at my","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=148.0,159.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/33","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"my son and daughter's on elementary school today. I'll be dressing up as the mascot.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=159.0,163.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/34","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I had to get a couple things ready for that. And so it's kind of, you know, everything that happens in the background, it's like, oh, teach a class. And then it's, oh, what's for dinner again? Oh, it's Friday. I don't need to cook.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=163.0,175.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/35","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We'll order pizza, you know? So we all know life happens and we're all human. So thank you everybody for your patience and my apologies again for hopping on here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=175.0,184.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/36","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"At the very last second. But let's get started. I am so happy to be here with you all today. As Sam mentioned, and Sam, I promise I would","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=184.0,191.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/37","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"shorten that bio a bit and I intend to. So today we're here to talk about and engage on all things that have to do with donor cultivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=191.0,202.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/38","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is one of my very favorite topics and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=202.0,205.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/39","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Just to give you a little bit of information about our firm, Absolute Impact Consulting, we work with nonprofits and funders.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=205.0,213.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/40","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we work with nonprofits in order to help them build their capacity directly. And we also work with funders in order to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=213.0,219.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/41","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"provide coaching opportunities for their grantees.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=219.0,223.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/42","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And or organizations that are seeking funding from them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=223.0,227.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/43","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And for example, we worked with the city of Charlotte here","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=227.0,231.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/44","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Earlier this year, late spring slash early summer time frame.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=231.0,237.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/45","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Absolute Impact was able to engage and coach 73 organizations here in Charlotte, which was","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=237.0,243.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/46","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A real treat, quite frankly, for us to be able to spread our footprint in that way.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=243.0,249.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/47","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Our areas of expertise span across the six","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=249.0,254.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/48","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"main domains of nonprofit organizational effectiveness from development down to board governance. A lot of the work we do actually focuses on board governance and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=254.0,263.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/49","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's not an area that we had initially thought would have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=263.0,267.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/50","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"grown as fast as it did, quite frankly. But we're in a space where we're not surprised really by anything we see here or are blessed to receive because","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=267.0,278.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/51","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We know that organizational leadership starts from the top.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=278.0,282.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/52","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And in this case and in many nonprofit cases, that top is really not the executive director.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=282.0,288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/53","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"At times, right? And at times it's really not your CEO, it's really the board and how they're trained and how they've been engaged","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=288.0,298.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/54","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to be involved with fundraising or marketing efforts or operation efforts.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=298.0,304.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/55","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And above all, for me, cultural efforts and how the organization is running from a cultural perspective. Because if we don't get that piece right, it is so hard to get the other pieces aligned.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=304.0,315.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/56","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's go ahead and jump into donor cultivation. If you ever want to connect with me off here, I'll share this again at the end. You can find me on LinkedIn.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=315.0,324.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/57","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I share lots of nuggets and tidbits of information there, and you can always visit our website, theabsoluteimpact.com.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=324.0,332.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/58","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For more resources and information as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=332.0,335.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/59","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, we typically have, we have two hours to get through this presentation, and I always think it's so much time, but it really never is, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=335.0,342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/60","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We got so deep into the topics. And if anything arises after this, please feel free to always email me separately. I won't charge you or invoice you for it. If you have a question that comes up.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=342.0,353.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/61","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So donor cultivation. So by the end of this session.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=353.0,357.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/62","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"everyone will be able to identify the key components of donor cultivation and the intersections between stewardship and sustainability.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=357.0,365.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/63","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And from that aspect. And if you've attended the stewardship presentation two weeks ago or maybe one earlier in the spring that I've taught.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=365.0,373.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/64","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then you'll have a really good solid background on this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=373.0,376.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/65","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and it's it's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=376.0,379.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/66","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This work is super fun for me. It's fun for me. I've been in it for a while, over 15 years now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=379.0,385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/67","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it's what the part that's fun is the teaching aspect. I'm a teacher by nature. I spent many years teaching.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=385.0,393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/68","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"From preschool all the way to high school.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=393.0,396.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/69","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"social studies, theater. And so this part really lights me up and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=396.0,403.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/70","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it really is rewarding to see when organization gets","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=403.0,407.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/71","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"organizations get to a place where they're implementing some of these strategies and they're finding success and increasing their revenue and they're able to really build deep relationships externally with donors, but also internally.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=407.0,419.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/72","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with their own team members, with their board members. And when you see the culture shifts happen over time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=419.0,425.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/73","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that part is super rewarding because","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=425.0,427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/74","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as nonprofit organizations, whether you're a university library setting or in traditional nonprofit setting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=427.0,433.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/75","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This work is super important and we do this work with heart.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=433.0,437.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/76","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it takes a lot of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=437.0,439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/77","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"energy mentally and emotionally to get through this work. And it's important to support each other in it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=439.0,446.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/78","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I always like to start with, and if you were in the presentation two weeks ago, you've seen this cycle. We won't spend as much time on it today.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=446.0,452.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/79","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But the donor life cycle, right? Our donor life cycle, you look it up, the standard is you identify your donor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=452.0,460.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/80","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you qualify that donor and make sure they're a good fit to even pursue, right? To become an official prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=460.0,467.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/81","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Then you begin the cultivation process, right? If the donor is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=467.0,470.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/82","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a good fit for your organization, i.e. they","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=470.0,474.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/83","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"funded arts organizations or they funded libraries or they funded a social service or human service organizations, then we start the cultivation process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=474.0,482.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/84","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We invite them to programs and events. We send the thank you note, hopefully, right? We send the thank you note saying thank you for joining the program. We'd love to know what you think. We might send them a survey.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=482.0,492.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/85","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"have coffee or lunch.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=492.0,494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/86","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then we begin the solicitation process where we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=494.0,498.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/87","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"everyone thinks that for me, the solicitation process is so closely intertwined with cultivation, right? You're not just going and asking for the dollars. You want to know how much what","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=498.0,508.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/88","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how much she asked for, right? Or what a good range would be to ask for based on this donor's past giving","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=508.0,514.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/89","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to other organizations. You want to know what the donor truly cares about, what lights this person up.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=514.0,520.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/90","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And making sure that those conversations are being had with those donors before the ask is made, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=520.0,528.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/91","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then you go into the closing phase where you close the gift.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=528.0,531.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/92","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, if you were with us two weeks ago, the stewardship phase","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=531.0,535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/93","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we describe as the thank you phase, right? You get the gift","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=535.0,539.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/94","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"close the gift. The donor has committed and you send that thank you letter via email or via snail mail.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=539.0,545.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/95","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But what we don't realize when we look at this simple cycle is that stewardship needs to happen multiple times throughout the year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=545.0,552.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/96","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That was one of the biggest key takeaways from the last presentation and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=552.0,556.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/97","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how we're stewarding our donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=556.0,559.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/98","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Whether they be in-kind owners or financial gift","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=559.0,563.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/99","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors, how we're steward stewarding them matters. It matters.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=563.0,568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/100","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How does that relate to cultivation, right? Because today is not about stewardship","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=568.0,572.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/101","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How does it relate to cultivation?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=572.0,575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/102","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So when we think about cultivation and what it is in its essence.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=575.0,580.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/103","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's the process of continually adding new donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=580.0,583.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/104","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"New donor prospects to your solicitation list.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=583.0,587.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/105","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"At the end of every year, whether you're in fiscal year or calendar year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=587.0,592.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/106","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you should have…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=592.0,595.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/107","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you should have still a list of donors to go after next year. I say to go after or to target.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=595.0,601.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/108","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You should never be at zero at the end of the year because this cultivation process and adding potential","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=601.0,609.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/109","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors to your to your funnel","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=609.0,612.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/110","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is an ongoing and continuous process, oftentimes within organizations, you know, we have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=612.0,618.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/111","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"our list of prospects we're going to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=618.0,620.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/112","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"tackle for the year, or we have the list of donors that we know are going to renew. Then we have the list of donors where","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=620.0,627.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/113","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"hey, they gave what we call our side donors. They gave some year, but not last year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=627.0,636.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/114","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So really looking at those lists.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=636.0,638.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/115","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and trying to determine where can we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=638.0,641.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/116","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"recultivate. And the biggest one that's often left untapped is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=641.0,646.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/117","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How can we leverage our current donor base to connect to new donors?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=646.0,652.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/118","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, oftentimes you'll see this at the board level, right? CEO or development director.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=652.0,658.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/119","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or advancement director will go directly to board members and say, hey, who do you know? What companies do you know at the corporate level? Can you make some introductions to your network?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=658.0,667.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/120","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And oftentimes you realize there's not really a strategy behind it beyond can you make some introductions?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=667.0,673.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/121","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because we need more donations, we need to hit our target at the end of the year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=673.0,677.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/122","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you have a strategy, awesome. But what we've found with the organizations we've worked with","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=677.0,682.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/123","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"10% of the time there's a strategy and 90% of the time it's just a casual","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=682.0,687.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/124","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sort of requests for introduction to somebody on that board member's network.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=687.0,692.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/125","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But then we forget often about the team members that are working with us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=692.0,697.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/126","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And with their capacity and what their networks could be like.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=697.0,700.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/127","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We forget about the current donors, right? Most importantly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=700.0,704.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/128","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because for every donor that walks into your door, that person","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=704.0,708.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/129","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"probably knows 10 people who would be interested in your mission. And out of those 10,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=708.0,714.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/130","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"five who would actually give. And out of those five.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=714.0,717.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/131","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"probably one who has the capacity to make a major gift.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=717.0,721.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/132","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I get this question almost every presentation. What is a major gift and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=721.0,727.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/133","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"folks who say, oh, it's a $10,000 or above. Well, it depends on your organization. I know organizations who a major gift for them is $500 or up.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=727.0,735.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/134","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"While I've worked with organizations who are at 100K and 100K is considered a major gift. Anything less than that is a traditional","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=735.0,744.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/135","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"gift. So it really depends.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=744.0,746.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/136","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so thinking about it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=746.0,748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/137","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"shifting our mindset to think about it that way really changes the game about how we cultivate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=748.0,753.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/138","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So it's really this internalized, nurtured process that starts with the people that you know who are already in your inner circle.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=753.0,763.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/139","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=763.0,765.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/140","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to really gather them around the mission, get them excited, get them engaged.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=765.0,770.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/141","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And allow that ripple effect to happen.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=770.0,773.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/142","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"from the inside of your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=773.0,775.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/143","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Out, staff, board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=775.0,777.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/144","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors and donor networks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=777.0,780.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/145","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Versus what we typically do.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=780.0,783.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/146","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I see this","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=783.0,785.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/147","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"in most settings, to be honest, including university settings.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=785.0,791.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/148","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Who didn't give to us last year? Who's giving to that university or who's giving to that art museum? Let's see if we can get them in the door.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=791.0,798.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/149","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? Now that's one way to go about it. And there are organizations who have been successful in that way. So I'm not saying let's not do that strategy, but what I'm saying is if you start from the inside out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=798.0,810.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/150","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and use the resources you already have at your disposal, your human resources. We think human resources, we think HR automatically, but I literally mean","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=810.0,820.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/151","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"your staff, your board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=820.0,821.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/152","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"your donors, right? The folks who are already in the game with you","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=821.0,826.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/153","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and multiplying that number of people","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=826.0,830.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/154","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"by 10, because that's how many touch points are possible","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=830.0,835.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/155","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"from those people to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=835.0,837.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/156","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. I'm not saying that's how many new donors you'll get, but that is how many touch points are at least","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=837.0,844.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/157","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"possible versus you going to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=844.0,848.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/158","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, Bank of America because they've never given to your organization, but they've given to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=848.0,853.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/159","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"such and such organization. And sometimes we don't even know why they gave","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=853.0,856.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/160","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe there's someone from B of A who's sitting on that organization's board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=856.0,860.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/161","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe there was a special","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=860.0,862.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/162","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"project that they worked on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=862.0,864.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/163","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But as you know, those major donor relationships really, when you're going at them cold, they really take a long time","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=864.0,872.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/164","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to cultivate to secure that major gift.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=872.0,874.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/165","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're not getting a million dollars","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=874.0,876.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/166","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"out the gate with Bank of America, right? It's going to take time and nurturing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=876.0,882.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/167","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Start with where you are, start with what you have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=882.0,884.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/168","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and then branch out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=884.0,886.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/169","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"into finding new donors to add to your list.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=886.0,890.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/170","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, this goes back to something I shared during the last presentation, which is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=890.0,893.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/171","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, in the world of business, it's so much easier to keep a customer that you have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=893.0,898.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/172","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. Than to go out and find a new customer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=898.0,901.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/173","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I add sort of a layer to that and say, yes, it's easier to keep the customer you have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=901.0,906.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/174","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's easier to add on customers who are connected to the customers that you have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=906.0,910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/175","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"before you go out and find new customers, or in this case, the customers would be donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=910.0,915.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/176","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=915.0,917.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/177","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Any questions so far before we continue here?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=917.0,926.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/178","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this particular slide is one that I've shared","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=926.0,930.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/179","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"across presentations for sustainability, stewardship, and cultivation, because they all intersect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=930.0,936.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/180","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There was no way to be successful in one area","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=936.0,940.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/181","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Without really uplifting and nurturing the other area.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=940.0,943.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/182","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And all of these areas before I start are really backed by the three foundation levels or layers you see down below.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=943.0,952.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/183","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All of these areas require an attention to building team capacity.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=952.0,957.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/184","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Making sure you have the right people, the right number of people, but also the right people in the right place doing the right job.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=957.0,963.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/185","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Leveraging your data, your marketing and technology, right? In this world, we can't not","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=963.0,969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/186","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"not leverage technology. We have to leverage AI. We have to leverage those technological tools","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=969.0,975.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/187","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In order to get to capacity.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=975.0,978.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/188","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I mean, just the evolution of AI and what it's become","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=978.0,983.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/189","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For everyday users over the last few years has been incredible, incredible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=983.0,988.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/190","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And my clients have seen incredible gains in the nonprofit space just through using simple","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=988.0,994.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/191","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"simple technologies like ChatGTP or Synthesia.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=994.0,1000.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/192","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so thinking about those things is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1000.0,1004.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/193","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"paramount. It's no longer a","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1004.0,1006.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/194","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"option, it is a requirement to leverage data marketing and technology.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1006.0,1011.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/195","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Creating an institutionalizing systems and processes is another huge area","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1011.0,1016.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/196","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is when we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1016.0,1018.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/197","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"often get called to work on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1018.0,1021.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/198","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what happens, right? We have the nonprofit","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1021.0,1024.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/199","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we're thinking about any scale. I'm talking about any scale. So think about this for the scale of organization or department that you have as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1024.0,1033.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/200","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You have the nonprofit director of development or chief development officer comes in, they stay for","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1033.0,1039.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/201","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"two years, three or four, right? The organization's lucky","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1039.0,1044.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/202","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1044.0,1046.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/203","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that person keeps most of the stuff in their head.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1046.0,1049.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/204","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They leave and transition into another position, but then they leave with that information.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1049.0,1054.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/205","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And oftentimes smaller departments and nonprofits find this as an issue. More developed organizations","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1054.0,1060.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/206","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I say have the same issues as small nonprofits, just at a different scale.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1060.0,1065.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/207","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so it is so critical to make sure that your processes and your systems","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1065.0,1073.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/208","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"are institutionalized.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1073.0,1075.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/209","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"hand documented.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1075.0,1077.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/210","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So those are two different aspects we're talking about.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1077.0,1081.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/211","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Institutionalizing something means that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1081.0,1084.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/212","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Everybody knows how it works, okay? So if you have your let's just","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1084.0,1088.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/213","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Throughout an example, our annual fundraising gala","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1088.0,1092.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/214","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That happens every year in April.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1092.0,1095.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/215","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Institutionalizing it means that everyone knows no matter what department that they're in and no matter who comes into that seat in the future.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1095.0,1103.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/216","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they know what their role is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1103.0,1106.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/217","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they have a handy","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1106.0,1108.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/218","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a handbook. They have a document, there's a shared process or system or centralized data space","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1108.0,1115.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/219","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A repository of information that everyone can access for the annual gala. They see when the timeline is, what needs to be done by when. Of course, there's going to be tweaks year after year. Of course.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1115.0,1126.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/220","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"some decisions are going to change, particularly when there's such frequent change in leadership in the nonprofit systems, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1126.0,1132.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/221","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But the important thing is that everyone is on board and they know what it means to put on our annual gala.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1132.0,1140.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/222","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It should be embedded into your new employees onboarding plans. If the event is that important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1140.0,1148.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/223","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Employees that are onboarding into your organization should know about it. Again, we're using the gala here as an example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1148.0,1154.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/224","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's the same thing to be said for your email marketing system.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1154.0,1159.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/225","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. And how that's handled as new folks are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1159.0,1163.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/226","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"signing up for your email for your emails","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1163.0,1166.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/227","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once that happens, and we talked about this two weeks ago for stewardship.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1166.0,1170.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/228","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what are the triggers that need to happen then?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1170.0,1173.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/229","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And how are they being set up? How are we leveraging technology to really ensure that no matter who comes into the organization, no matter what department and at what level.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1173.0,1184.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/230","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They are attuned to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1184.0,1185.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/231","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what happens when somebody joins our email list. And I use that example in particular","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1185.0,1190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/232","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And intentionally, because oftentimes that's just the marketing team's job, right? People come in, so they join the email list","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1190.0,1197.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/233","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Nobody knows what's happening after that except for marketing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1197.0,1201.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/234","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that is just a prime example of institutionalizing the process and making sure everybody's on board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1201.0,1208.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/235","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And understands what happens.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1208.0,1211.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/236","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The development team needs to understand, okay, if somebody joins our MailChimp email list.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1211.0,1215.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/237","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Within three days.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1215.0,1217.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/238","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"maybe the email is verified, right? Within a week","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1217.0,1220.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/239","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they get a thank you email for joining the email list. And then what does that nurturing system look like?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1220.0,1226.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/240","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What does that lead nurturing system look like afterwards? And everybody needs to be aware of what that is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1226.0,1232.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/241","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"are the triggers being are the triggers being leveraged and initiated by a tool like Zapier?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1232.0,1238.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/242","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Are they manually done? Can we even afford a tool like Zapier to automate our processes?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1238.0,1245.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/243","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So, and actions. So these are sort of the things we talk about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1245.0,1251.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/244","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, when we work with clients and we talk about institutionalizing systems and processes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1251.0,1256.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/245","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, the other piece, of course, is the documentation piece, which is also","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1256.0,1260.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/246","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"so critical and making sure that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1260.0,1263.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/247","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"these things are documented, right? We're not just going to get sam","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1263.0,1267.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/248","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to train the new employee because, oh, Sam knows the process. He created it 10 years ago. He's been here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1267.0,1274.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/249","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we need to have this in a repository. We need to have this information accessible to everyone across the organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1274.0,1282.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/250","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I know it's difficult. It's so much easier said than done, right? I've been there where things are so siloed.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1282.0,1288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/251","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes intentionally and sometimes not. Sometimes our heads are down","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1288.0,1292.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/252","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? We're just going day after day. We're working. We're cranking things out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1292.0,1297.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/253","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't have time to create a handbook of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1297.0,1300.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/254","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"standard operating procedures. Who has time for this, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1300.0,1303.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/255","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is, of course, this isn't an ideal scenario","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1303.0,1307.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/256","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it doesn't have to be. And when we're talking about bringing donors into your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1307.0,1312.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/257","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The last thing that you want","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1312.0,1315.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/258","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is to be talking to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1315.0,1317.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/259","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"let's say your five top current donors about who they would like to introduce","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1317.0,1322.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/260","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how they would like to introduce them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1322.0,1324.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/261","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then your development person transitions, a new person comes on board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1324.0,1328.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/262","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it feels messy to the donors that you were speaking with. The donors can tell that there isn't continuity. And that's when the shift in giving and organizational trust and perception","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1328.0,1341.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/263","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"starts to really break down because","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1341.0,1344.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/264","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"One, they're seeing somebody new in that seat, right, in the development and fundraising seat every two to three years.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1344.0,1350.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/265","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And two, there was no continuity in information.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1350.0,1353.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/266","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We shouldn't be asking our donors um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1353.0,1356.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/267","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"questions that we really should know internally.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1356.0,1361.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/268","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But having those systems and processes in place","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1361.0,1363.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/269","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"will help to do that, particularly when we're talking about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1363.0,1366.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/270","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"cultivating donors into your organization. There has to be a process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1366.0,1371.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/271","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You take the time to do the process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1371.0,1374.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/272","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Everything else, I'm not going to say it's, I'm not going to lie and say everything else is easy, but at least you don't have to worry about that part. You don't have to worry about creating a process from scratch. Now you just worry about optimizing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1374.0,1385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/273","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Evaluating, sharing those results.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1385.0,1389.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/274","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But you're not worried about creating. That should already be done.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1389.0,1393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/275","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if that is not in place.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1393.0,1395.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/276","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I strongly, I would strongly advise if that's not in place, to take the time to do it. And it doesn't need to be complicated. We're not talking about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1395.0,1405.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/277","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a Google Drive folder with 18 different files that folks have to go through or 25 page handbook.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1405.0,1412.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/278","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It could be a one or two sheeter.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1412.0,1415.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/279","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you just break the process down.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1415.0,1418.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/280","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that someone can come in and understand it and then take the next three months or six months, depending on the scale of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1418.0,1423.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/281","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"your organization team and the work you do.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1423.0,1425.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/282","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And start filling in those gaps with","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1425.0,1428.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/283","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"more substantive information.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1428.0,1431.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/284","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So don't overcomplicate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1431.0,1433.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/285","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a process that only sounds complex, but really doesn't need to be.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1433.0,1439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/286","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"overcomplicated. Most of the organizations we work with and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1439.0,1443.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/287","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We work with organizations really from with budgets of 250k","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1443.0,1447.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/288","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Our largest organization had a budget of over 11 million.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1447.0,1452.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/289","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"dollars.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1452.0,1454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/290","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we work with these organizations and no matter the scale.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1454.0,1458.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/291","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a staff of three or a staff of 62 has been our largest.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1458.0,1462.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/292","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Our systems and process documents never come out to be more than three or four pages.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1462.0,1468.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/293","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And let me per department, per department","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1468.0,1472.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/294","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think that's important to note as well. Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1472.0,1476.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/295","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's tackle","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1476.0,1478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/296","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"this cultivation piece. And let me stop here for just a second in case anyone has questions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1478.0,1483.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/297","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"about all of the things. I know it's a lot of information, but as Shanai said she'll share this with you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1483.0,1489.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/298","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Probably next week, but…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1489.0,1491.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/299","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Anybody have any questions or anything that wasn't clear?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1491.0,1494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/300","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"even if it's something like, Whitney, something's unrealistic here and I want to talk about it. Let's dig deep into it. I don't mind at all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1494.0,1502.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/301","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I'll pause for a second here and give you all a moment to just think about that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1502.0,1506.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/302","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If there's any questions or comments or thoughts.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1506.0,1527.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/303","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Feel free to raise your hand at any time if something comes up, okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1527.0,1531.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/304","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So going into our","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1531.0,1535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/305","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Looks like we have something in the chat here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1535.0,1538.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/306","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So Sam says.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1538.0,1542.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/307","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I just saw your mascot comment, Sam. I missed that earlier. I am not teaching in the bumblebee stinger costume. Not today. Maybe next time. Maybe next week's session.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1542.0,1551.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/308","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What if your administration doesn't see a problem with turnover in the development position?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1551.0,1557.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/309","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Ooh, this is a really spicy question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1557.0,1560.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/310","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I love it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1560.0,1564.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/311","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's a couple of different options.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1564.0,1568.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/312","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"One, if they're really not seeing an issue.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1568.0,1571.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/313","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you as the development team lead","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1571.0,1574.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/314","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or maybe you're a marketing team lead, but your teams are adjoined under the advancement umbrella.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1574.0,1581.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/315","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Documentation is important here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1581.0,1585.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/316","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to say, okay, I have a concern.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1585.0,1587.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/317","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I wouldn't just have the concern. I would also have a solution for that concern as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1587.0,1593.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/318","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So you could present it to admin or leadership and say, look.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1593.0,1598.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/319","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Here are the four people that came in within the last seven months, right? Within the last eight months. This is a personal example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1598.0,1604.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/320","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Within the last seven months, we've had three people in this business, four people in this position.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1604.0,1610.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/321","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Here's what I see.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1610.0,1612.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/322","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as a kind of a loophole or a challenge that is causing this turnover.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1612.0,1618.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/323","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then here's my solution. And I always do. I'm a big one cheater person.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1618.0,1622.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/324","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"of my last bosses, I've got so many one-shooters from me. And here's a couple of solutions that I have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1622.0,1628.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/325","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We need to extend or","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1628.0,1631.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/326","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or extend onboarding. That's one, right? Extend the onboarding period. And I'm not talking about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1631.0,1637.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/327","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, going from 90 to 120 days, extending the onboarding in this sense, I'm really…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1637.0,1644.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/328","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"maybe using the wrong word here, but maybe going deeper into the onboarding. You know, oftentimes we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1644.0,1649.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/329","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"show people how to enter their payroll or whatever. We show them the HR system, apply for benefits. I'll meet with so-and-so from this department and this department.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1649.0,1658.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/330","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If it's in a museum, take a tour of the museum, right? Here are galleries and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1658.0,1663.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/331","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we don't really train people during the onboarding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1663.0,1666.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/332","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we hire folks so we don't have to train them. We hire folks. We should be hiring folks who are the experts.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1666.0,1672.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/333","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But let's be real, right? Sometimes our budgets don't allow","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1672.0,1676.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/334","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the most, the highest level of expertise to come in and we have to train folks. So I think one common solution is always to really train folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1676.0,1685.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/335","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as they're coming in and onboarding and helping them with the process. Because if you don't do it at the onset.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1685.0,1691.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/336","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What I found, and you wait until the 90-day period, then everyone's frustrated.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1691.0,1696.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/337","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? The new employees frustrated. They came in with all this excitement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1696.0,1700.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/338","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now they're frustrated because they weren't trained. They don't know how to ask for help. They don't want it to be seen as a sign of weakness","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1700.0,1706.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/339","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're frustrated because you thought you hired an expert to come in and fulfill this role.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1706.0,1710.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/340","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you do it at the onset, it's a learning period anyway. You can go as deep.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1710.0,1715.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/341","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And into the details as you need to. When you do it afterwards.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1715.0,1720.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/342","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then it almost or doing the review period after 90 days where you say, yeah, I'm going to kind of be a little more hands-on here with you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1720.0,1727.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/343","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then it becomes very punitive and that just kills morale and that goes right back to the feeding into a culture and system that you don't want to feed into.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1727.0,1736.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/344","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So a lot of the issues that I've seen, and I will say, even as a full-time employee, when I was a full-time employee years ago.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1736.0,1744.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/345","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I started out in management about 15 years ago","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1744.0,1748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/346","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But at the beginning of my management training.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1748.0,1750.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/347","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, there were times I just felt so miserably. I mean, I failed so miserably.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1750.0,1756.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/348","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I didn't have the appropriate training. Here I am leading a small team. I don't know what the heck I was doing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1756.0,1761.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/349","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It wasn't until after years and years of training and actually having good bosses because","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1761.0,1766.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/350","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"One of the things is you got to learn from good bosses too, right? You don't want to learn from lousy bosses or lousy leadership. And sometimes that takes time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1766.0,1774.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/351","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But the main piece that I see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1774.0,1778.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/352","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"over and over again is a lack and deepness in that onboarding","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1778.0,1783.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/353","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"piece as soon as possible","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1783.0,1785.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/354","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"let me not say as soon as the employee comes in, as soon as they onboard, before they onboard.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1785.0,1789.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/355","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There's not enough conversation about, there's usually a template","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1789.0,1793.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/356","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"about how we onboard everybody and then we might put something specific for the position.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1793.0,1798.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/357","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that is a common weak link.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1798.0,1801.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/358","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I see time and time again and too many times.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1801.0,1804.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/359","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I hope that was helpful, Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1804.0,1807.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/360","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then let's see, Laura has a question here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1807.0,1811.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/361","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sorry, my internet is crashing at time, so you may have to go","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1811.0,1815.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/362","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No problem, Laura. Could online gatherings be as effective as in-person gatherings, especially if your mission is international?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1815.0,1823.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/363","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"100%, 100%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1823.0,1827.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/364","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And even if your mission is not international.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1827.0,1832.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/365","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"um laura","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1832.0,1834.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/366","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I always advise folks, no matter what programming you have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1834.0,1839.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/367","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"insert some virtual programming in there. No matter the organization, I'm on my um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1839.0,1846.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/368","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I serve on the PTO board at my kid's school and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1846.0,1849.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/369","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Even with the PTO, I'm always saying, hey, let's have a parent virtual night where they come on for 15 minutes and we have this fundraiser coming up and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1849.0,1858.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/370","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No surprise there, right? I'm on the fundraising committee and um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1858.0,1863.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/371","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, going virtual","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1863.0,1865.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/372","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it opens the doors for you to become international.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1865.0,1869.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/373","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you are currently not.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1869.0,1872.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/374","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it's done it for absolute impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1872.0,1874.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/375","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's done for other businesses that I know that are not nonprofits. And it's done for many nonprofits.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1874.0,1879.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/376","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It opens that door. And I want to give a specific example here too um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1879.0,1885.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/377","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Laura, that you mentioned it, because I believe in this so much.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1885.0,1888.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/378","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When we, of course, everyone shut down right for the pandemic","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1888.0,1892.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/379","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As a small organization, one of the institutions that I worked with at the time","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1892.0,1898.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/380","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as chief development officer","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1898.0,1900.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/381","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we were…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1900.0,1902.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/382","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we were so ingrained in how we did things. I mean, it was so hard to change","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1902.0,1908.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/383","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Anything. Anything.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1908.0,1910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/384","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we had some folks who had been there for","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1910.0,1913.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/385","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"from the inception, right? It was just so difficult","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1913.0,1916.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/386","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once the pandemic happened, like all other organizations, we didn't have a choice.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1916.0,1921.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/387","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we did not have a choice. And this was an arts and culture organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1921.0,1926.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/388","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we went from","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1926.0,1928.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/389","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Again, I'm sure this happened to many","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1928.0,1930.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/390","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We went from serving","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1930.0,1932.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/391","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"charlatans, right, our target audience was in Charlotte","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1932.0,1936.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/392","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Mainly in the uptown, we call it uptown, but it's the downtown area here in Charlotte, North Carolina.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1936.0,1943.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/393","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When we started our programming and went international, we kept it going after the pandemic as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1943.0,1949.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/394","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, we were reaching folks in ethiopia","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1949.0,1951.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/395","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In Japan, in London, we became an international","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1951.0,1955.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/396","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"organization. And let me tell you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1955.0,1959.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/397","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because of that, we were able to apply and get funded for our biggest operational","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1959.0,1964.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/398","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Again, it wasn't the largest organization, so a million dollars was a huge gift for us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1964.0,1968.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/399","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it was an operational million dollars. It wasn't endowment. It wasn't any capital campaign.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1968.0,1974.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/400","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It was a foundation saying, yes, here's a million dollars.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1974.0,1978.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/401","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you can use that to operate 250 a year for the next five years.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1978.0,1982.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/402","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Major gifts just started rolling in because now we had a strategy. We built a strategy around this international audience","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1982.0,1990.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/403","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"idea of having an international audience. So I truly believe in that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1990.0,1995.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/404","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's really good advice. I'm going to remember that. Yes. Thank you, Sam. I thought that was a question. I didn't mean to read it out loud, Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=1995.0,2004.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/405","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, absolutely. Absolutely, Laura.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2004.0,2008.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/406","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And thinking about this, you know, from a donor cultivation perspective.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2008.0,2012.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/407","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As well, you know, we're not trying to reach someone, you know, in Egypt because we think they can give us $5 from Egypt, right? That's not the point here. And it doesn't seem to be the point that you're making at all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2012.0,2023.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/408","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"LR, but I wanted to highlight this because it's such an important piece of donor cultivation. When you can","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2023.0,2029.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/409","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sit down with a donor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2029.0,2031.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/410","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A local donor maybe that you're trying to steward, or maybe it's a donor that you know has an amazing network and you just really want them to connect more of their folks into your nonprofit library or organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2031.0,2043.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/411","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To be able to say, yeah, we actually have donors or excuse me, we actually have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2043.0,2048.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/412","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"audiences that attend our virtual programs from","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2048.0,2051.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/413","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Name three other countries.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2051.0,2054.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/414","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, that's that's just…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2054.0,2056.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/415","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, a huge highlight for me in a conversation. If I were a donor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2056.0,2062.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/416","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a current donor or a prospective donor","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2062.0,2064.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/417","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And a nonprofit told me that, especially a small to medium sized nonprofit, right? That you know is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2064.0,2071.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/418","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"their target audience is more local, their donor base is more local, but to be able to say that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2071.0,2079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/419","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And let that donor know whether if they donate 500 or 500K or 50K.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2079.0,2084.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/420","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that it's going to be helping and engaging in an international audience.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2084.0,2089.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/421","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a huge points to be able to make.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2089.0,2092.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/422","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And unfortunately, I think a lot of nonprofits sort of slipped away","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2092.0,2097.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/423","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"didn't really hone in and embrace that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2097.0,2100.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/424","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"transition after the pandemic. Some did, some didn't.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2100.0,2105.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/425","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you can usually tell the ones.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2105.0,2108.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/426","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're welcome, Laura.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2108.0,2112.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/427","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we're at about 12 1237. So we have about a little less than 90 minutes to go.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2112.0,2120.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/428","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What I would love to do is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2120.0,2123.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/429","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Talk a little bit about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2123.0,2127.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/430","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"See, we have about seven folks online. It's getting to a couple of breakout groups before we get into the next slide.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2127.0,2132.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/431","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Shania, if you could help with that, two to three folks per breakout group. We won't do 20 minutes. Let's just do maybe 10 minutes in the breakout.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2132.0,2140.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/432","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"groups. I would love for folks to just kind of talk about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2140.0,2143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/433","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If they're involved in cultivation within their organizations in any way.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2143.0,2148.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/434","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And involvement would look like if you're on a development team.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2148.0,2152.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/435","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you are on a university library team, but you're involved with the university marketing or advancement team.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2152.0,2159.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/436","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In cultivating new donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2159.0,2161.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/437","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if you're not, that's okay, because the second question is what you can focus on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2161.0,2167.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/438","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How would you want to get involved?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2167.0,2169.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/439","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you had an option to get involved.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2169.0,2171.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/440","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How would you want to get involved with donor cultivation? And then we'll come back in our larger group and then we'll talk about that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2171.0,2177.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/441","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So Shania, could you separate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2177.0,2181.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/442","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"our wonderful wonderful participants here into a couple of breakout groups.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2181.0,2186.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/443","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2186.0,2187.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/444","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Let's do eight minutes. Yeah, let's do eight minutes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2187.0,2190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/445","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So Whitney, we were","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2190.0,2191.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/446","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2191.0,2192.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/447","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"not able to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2192.0,2194.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/448","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"get the breakout rooms configured.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2194.0,2196.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/449","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2196.0,2200.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/450","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we've got four folks here. So we can, this is the conversation that we should be able to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2200.0,2202.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/451","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Perfect. Awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2202.0,2203.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/452","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"have in the in the chat and stuff.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2203.0,2204.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/453","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Awesome. Awesome. Okay. I'm counting seven. I counted myself. I counted you when I counted Shania. And you know how much I love small groups and conversations. So that's great.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2204.0,2213.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/454","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So why don't we go back here?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2213.0,2216.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/455","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So why don't we go ahead and do that? Why don't we go ahead and have this conversation and then we'll do","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2216.0,2221.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/456","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"maybe a three minute break or so, give folks a chance to grab some water.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2221.0,2225.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/457","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's talk about that. What are some of the ways that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2225.0,2228.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/458","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you all are currently involved. Anyone feel free to jump in at any time and share.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2228.0,2233.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/459","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you're involved in the cultivation process at your organization. And if you're not involved in the process, just by nature of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2233.0,2241.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/460","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the department you work or, you know, the position","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2241.0,2244.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/461","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you have.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2244.0,2247.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/462","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how would you want to get involved?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2247.0,2252.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/463","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, fantastic. Laura is in outreach. Laura, does that include, do you have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2252.0,2257.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/464","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would imagine that there is some cultivation happening. And what is the name of your organization?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2257.0,2263.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/465","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"More.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2263.0,2281.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/466","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2281.0,2283.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/467","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, can you volunteer for a national nonprofit? Oh, that's awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2283.0,2286.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/468","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2286.0,2288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/469","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thank you, Laura. Thank you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2288.0,2291.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/470","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, in that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2291.0,2297.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/471","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is awesome. Laura, in that outreach.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2297.0,2302.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/472","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is awesome, Laura. I'm so glad you found them helpful. And those outreach efforts, are you bringing donors in or are you really bringing in recipients for the service that you all provide?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2302.0,2315.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/473","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for aid.org. Folks who need the services.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2315.0,2322.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/474","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you can feel free to unmute if that's easier as well, if you have the capability to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2322.0,2339.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/475","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I can tell you that one thing that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2339.0,2342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/476","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Laura does really well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2342.0,2345.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/477","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In terms of cultivating stuff.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2345.0,2348.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/478","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is a lot of her","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2348.0,2351.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/479","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"people that she talks to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2351.0,2354.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/480","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"end up being forwarded to me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2354.0,2357.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/481","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"at least in her work with lyricists.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2357.0,2360.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/482","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Mm-hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2360.0,2361.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/483","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that we're getting sort of in-kind work","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2361.0,2363.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/484","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Mm-hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2363.0,2364.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/485","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or the option for somebody to do something at below market rates, maybe.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2364.0,2369.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/486","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that we can","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2369.0,2373.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/487","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is itself a kind of, I mean, that's a kind donation, still a donation, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2373.0,2378.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/488","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2378.0,2380.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/489","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I really like that synergy where she's talking to everybody and then sort of funneling the people that she talks to where they","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2380.0,2387.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/490","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"need to go in the rest of the organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2387.0,2389.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/491","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Wow.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2389.0,2393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/492","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2393.0,2395.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/493","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is awesome. Sometimes we find ourselves almost volunteering harder","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2395.0,2401.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/494","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Then working at our own jobs. I certainly know that's the case. That's the case for me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2401.0,2409.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/495","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes I find myself working harder as a volunteer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2409.0,2416.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/496","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Anyone else?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2416.0,2417.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/497","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hi.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2417.0,2418.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/498","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hi, you found your mic. Fantastic, fantastic.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2418.0,2422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/499","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sorry about that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2422.0,2424.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/500","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, thanks for the kind words, Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2424.0,2427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/501","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And thanks for the help, Shania.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2427.0,2430.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/502","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so a lot of the stuff that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2430.0,2433.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/503","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We do at Lear's is membership based","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2433.0,2437.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/504","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So folks will end up","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2437.0,2439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/505","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Paying for membership to get access to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2439.0,2442.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/506","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"services for mostly library patrons.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2442.0,2446.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/507","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Mm-hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2446.0,2447.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/508","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, so that's what I focus on a lot there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2447.0,2450.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/509","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But Sam is right in saying that, you know, a lot of times","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2450.0,2454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/510","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a lot of the in-between stuff that makes all the difference for folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2454.0,2459.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/511","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sure.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2459.0,2460.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/512","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So if they're able to build networking","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2460.0,2463.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/513","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"within our community","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2463.0,2465.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/514","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"in order to strengthen that membership retention.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2465.0,2469.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/515","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That sometimes works just as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2469.0,2473.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/516","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. Yeah. That's awesome, Laura. Sounds like you're doing some incredible work, both in lyric's and out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2473.0,2479.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/517","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Congrats on all that you're doing. Anybody else have any","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2479.0,2483.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/518","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"anything to maybe add to that or any ways that they would love to get involved with cultivation or are involved in cultivation?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2483.0,2494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/519","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It looks like Shania is saying everyone can mute.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2494.0,2497.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/520","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You can unmute yourselves now. We had a little tech glitch there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2497.0,2502.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/521","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But if you weren't able to unmute you are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2502.0,2505.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/522","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you are able to unmute now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2505.0,2513.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/523","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would say that I'm involved in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2513.0,2516.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/524","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"maybe two parts","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2516.0,2518.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/525","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or the early three parts of the cycle as far as identifying potential","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2518.0,2525.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/526","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2525.0,2526.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/527","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Uh-huh.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2526.0,2527.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/528","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And some that I have determined are a pretty good match","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2527.0,2531.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/529","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Mm-hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2531.0,2535.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/530","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is helpful because it's helping me to understand how to cultivate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2535.0,2540.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/531","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And really develop those relationships.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2540.0,2542.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/532","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Uh-huh.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2542.0,2543.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/533","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Since I've identified people with alignment","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2543.0,2548.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/534","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, yeah.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2548.0,2549.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/535","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So now I understand how you know to understand how","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2549.0,2552.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/536","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to develop the relationship to where it's it's uh","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2552.0,2555.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/537","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"beneficial for both of us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2555.0,2558.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/538","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's right, Misty. And that's the key thing. And Misty, what organization are you with?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2558.0,2563.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/539","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is a, well, I work for George Washington University and my job has nothing to do with","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2563.0,2569.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/540","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"With this, but some volunteer work that I do outside of my professional job, this is helpful for that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2569.0,2575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/541","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2575.0,2577.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/542","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's awesome. That's awesome. Misty, were you there? You were here two weeks ago, right, at the stewardship presentation?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2577.0,2582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/543","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes. Mm-hmm.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2582.0,2583.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/544","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes. Thanks. It's good to see you again here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2583.0,2587.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/545","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Good to see you too.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2587.0,2590.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/546","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Anyone else, anyone else and misty um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2590.0,2594.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/547","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"mention something super important here and that, you know, that relationship building piece is often underestimated or we just kind of throw the word around, you know, yeah, build relationships, build relationships.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2594.0,2606.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/548","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And isn't that all stewardship and cultivation are? They're all about building relationships.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2606.0,2612.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/549","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's interesting, you know, at the start of my career","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2612.0,2616.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/550","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I was all about just asking for money. I didn't care about building relationships. I was just like, we have a goal to meet.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2616.0,2622.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/551","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'm going to write these grants. I'm going to ask you to renew. I'm going to send you something in the mail. Not having coffee. I don't have time for this, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2622.0,2630.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/552","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of course, this is 15 years ago.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2630.0,2632.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/553","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"um wasn't as…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2632.0,2634.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/554","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"nowhere near as successful as I became when I started actually building relationships and just learning the right way","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2634.0,2642.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/555","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to do it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2642.0,2645.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/556","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so building relationships is such a key, it's the key","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2645.0,2651.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/557","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to being able to raise money, whether if you're raising $5 or $5 million, particularly when you're trying to raise $5 million.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2651.0,2661.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/558","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So why don't we go down this kind of center column here? We won't pay too much attention to the stewardship piece. We went over that last week.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2661.0,2670.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/559","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But as I mentioned earlier in this presentation, all of these things intersect, right? So if we're talking about cultivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2670.0,2676.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/560","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you can't leave out stewardship. And if you're talking about stewardship, you can't leave out cultivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2676.0,2682.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/561","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And even more importantly, we can't talk about sustainability","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2682.0,2686.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/562","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If we're not talking about stewardship and cultivation, they all intersect. And quite frankly, this is not the best graphic for the intersection.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2686.0,2695.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/563","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the text wouldn't fit in my preferred graphic, but here we are. We'll make this work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2695.0,2701.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/564","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So cultivation, right? I talked about leveraging things from the inside out. And I tend to think about this just in my own brain.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2701.0,2709.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/565","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as a concentric circle.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2709.0,2711.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/566","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So you're cultivating","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2711.0,2713.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/567","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"folks internally. If you have staff members who haven't given to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2713.0,2718.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/568","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"get your staff members to give to your organization. Get your board to give to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2718.0,2723.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/569","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And although that might seem scary.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2723.0,2726.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/570","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because sometimes it does. If you're new in the space or if you are asking folks who","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2726.0,2731.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/571","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you're unsure, you know, we'll give.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2731.0,2735.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/572","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'm all about giving an amount that's meaningful to you. So whether if that's a dollar or a hundred or a thousand or ten thousand","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2735.0,2743.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/573","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The important thing is that everyone gives. And then when you submit those grant proposals.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2743.0,2748.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/574","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And you're able to say 100% of our staff gives, they're not asking how much.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2748.0,2754.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/575","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or 100% of our board of directors give to this organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2754.0,2758.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/576","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's another powerful statement to be able to make.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2758.0,2761.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/577","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a powerful statement to be able to make. So begin cultivating your donors from the inside out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2761.0,2767.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/578","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why don't you start with yourself, right? You got to be given to your own organization, particularly if you're CEO, founder.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2767.0,2775.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/579","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Then go to your staff, go to your board, you know, allow yourself to lead by that example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2775.0,2783.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/580","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then we can start building upon that to reach other folks networks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2783.0,2787.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/581","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here I have leveraging your current list of unresearched prospects and inactive donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2787.0,2793.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/582","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That would be the next step, okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2793.0,2796.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/583","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oftentimes we go after new organizations or companies that we think we might qualify for or we think might give to our organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2796.0,2804.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/584","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we have an abundance of donors in our current database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2804.0,2810.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/585","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that are unresearched, prospects that are unresearched, and inactive donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2810.0,2815.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/586","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is a great question that came up during the last session, actually. I think it was from Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2815.0,2821.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/587","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What's the difference between an active donor and a lapsed donor?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2821.0,2824.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/588","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So your inactive donors are donors who haven't given within the last 12 months.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2824.0,2829.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/589","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then your lapsed donors, they just lapse. They miss their donation just within the past 12 months. So they definitely gave last year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2829.0,2838.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/590","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But they just haven't renewed their gift okay","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2838.0,2841.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/591","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So looking at those inactive donors, so anybody who hasn't given within the last 12 months, but you know they gave before","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2841.0,2848.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/592","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Looking at those and seeing who can be recultivated","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2848.0,2852.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/593","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because oftentimes it's just a change in leadership. Oftentimes it's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2852.0,2857.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/594","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They just haven't been asked.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2857.0,2859.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/595","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe they were missed on the last spreadsheet. Hey, we're all human, right? Somebody might get missed.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2859.0,2864.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/596","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The important thing is that we're looking at the data, we're finessing it and nurturing it and making sure that if there are folks that need to be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2864.0,2871.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/597","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"reactivated that we get them on a path to reactivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2871.0,2876.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/598","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And one of my favorite things to send out is typically a, we miss you, you know, we miss you type of letter","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2876.0,2881.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/599","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"giving them an update about what's happening in the organization. And that update I usually","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2881.0,2887.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/600","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"kind of massage into a form of a story about one particular service recipient.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2887.0,2892.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/601","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And allowing that to hopefully touch them enough for them to say, wait, why did I stop giving? Or you know what, let me renew my gift.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2892.0,2902.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/602","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The number one reason why folks don't give is because they haven't been asked.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2902.0,2906.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/603","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is the number one reason.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2906.0,2910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/604","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So let's that lease right as a community","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2910.0,2913.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/605","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"try to eliminate that piece.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2913.0,2917.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/606","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that reasoning. The second one is to target prospect outreach efforts","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2917.0,2921.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/607","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to minority owned businesses and community groups to diversify your donor base.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2921.0,2925.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/608","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you need it, if you need it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2925.0,2928.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/609","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I worked with an African-American cultural arts institution","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2928.0,2932.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/610","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And 75% of their donor base was black or African American, African-American.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2932.0,2938.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/611","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we didn't really need to diversify. We were fine.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2938.0,2941.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/612","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"However, however.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2941.0,2943.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/613","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What we found","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2943.0,2946.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/614","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is that folks who were coming into the building, we put out a survey.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2946.0,2951.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/615","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Folks who are coming into the building","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2951.0,2955.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/616","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"did not, unless if they were black or African-American, they did not necessarily feel welcomed or like they belong. They saw that organization and that museum as a place where African Americans","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2955.0,2967.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/617","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And Black people go to learn about Black history and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2967.0,2972.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/618","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and society. And that was so far from the truth, but there was something wrong with our messaging. And then so we started shifting that messaging around","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2972.0,2979.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/619","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And, um.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2979.0,2982.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/620","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, it was just a wonderful initiative and project. We shifted that message around","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2982.0,2987.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/621","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And created an initiative for equity and innovation where we had","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2987.0,2992.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/622","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"everyone was welcome. We did an exhibition based off of that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2992.0,2996.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/623","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it changed things around. It changed things around. I mean, our donor base was still, you know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=2996.0,3001.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/624","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"60 to 70% African-American.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3001.0,3004.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/625","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But in terms of the folks coming into the building to begin the process of cultivation of saying, hey, everybody is welcome here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3004.0,3011.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/626","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That really shifted things for us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3011.0,3015.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/627","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And just being mindful, you know, just being mindful of how you're growing your audience. Are you going into the same spaces","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3015.0,3021.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/628","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Are you reaching out to the same nonprofits to be collaborators with you on a project?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3021.0,3028.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/629","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How do we diversify our programming? How do we diversify our, because all these things come back to getting eyes on your organization so that more people from more places can give.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3028.0,3040.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/630","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? And so diversifying who you're collaborating with, what spaces you're reaching out to, where are you having that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3040.0,3049.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/631","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, Friday gathering, you know, is that the same bar? Is it at the same restaurant?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3049.0,3056.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/632","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"diversifying those things and also looking at what community organizations would be willing to put your information","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3056.0,3064.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/633","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or churches as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3064.0,3066.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/634","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"in their bulletins, in their bulletins. I think a lot of people have moved away from the church bulletin piece.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3066.0,3072.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/635","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'll be blunt here and say it's just it's not an area that I ever","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3072.0,3079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/636","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"was very successful in, honestly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3079.0,3082.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/637","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I prefer to go to community groups, fraternities and sororities.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3082.0,3087.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/638","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"clubs, even student clubs at university colleges and campuses, because I figured if we have a strategy to go into these universities that are around the nonprofits community, when they graduate, they'll already have a relationship","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3087.0,3100.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/639","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so our development team got with the programming team and started creating some of these events that would attract","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3100.0,3108.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/640","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"students from UNC Charlotte","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3108.0,3112.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/641","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"down to the museum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3112.0,3114.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/642","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"there was a new light rail that they could catch from the university that would drop them off literally","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3114.0,3120.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/643","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"right in front of our museum. So we created a strategy for that. Again, these are all things","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3120.0,3126.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/644","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"ideas that we had to get around the table and become innovative about.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3126.0,3131.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/645","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that's another way to diversify. So diversity is not just about the color, gender, race, and ethnicity. It's also about the age of the donors that you're bringing into this space, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3131.0,3144.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/646","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And the different thought and perspectives of donors that are coming into potential donors, excuse me, that are coming into your space as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3144.0,3151.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/647","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And lastly, creating the prospect pipeline with a strong mission alignment.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3151.0,3156.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/648","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Just because an organization or a bank gave to so-and-so university doesn't mean they're going to give to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3156.0,3163.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/649","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or arts or human services organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3163.0,3166.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/650","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"really making sure that your donors have a strong, your potential donors have a strong alignment with your mission is key.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3166.0,3173.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/651","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, I can't understate that enough.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3173.0,3175.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/652","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3175.0,3178.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/653","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We work with organizations all the time who might have 100 people in their prospect list and they bring us in and say, hey, can you help us research","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3178.0,3185.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/654","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"these prospects? Well, a couple of things. One.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3185.0,3189.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/655","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Your prospect, we have to come around the shared language around how we're referring","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3189.0,3196.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/656","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to folks because you're not really a prospect until you're qualified to become a prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3196.0,3202.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/657","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Remember the little…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3202.0,3204.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/658","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a cycle that I showed you earlier","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3204.0,3208.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/659","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we identify","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3208.0,3210.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/660","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a potential","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3210.0,3212.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/661","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"funder, then we qualify them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3212.0,3216.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/662","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If they don't qualify to give, they're not a prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3216.0,3219.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/663","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they don't become a prospect until they pass this qualification stage and you're actively cultivating them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3219.0,3226.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/664","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That goes for individual corporate foundation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3226.0,3229.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/665","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Until they pass qualify.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3229.0,3231.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/666","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they don't move in here. And so one of the things that we do to ease this process for organizations","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3231.0,3238.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/667","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, we'll go into organizations and say.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3238.0,3240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/668","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know they'll contract us for development operations work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3240.0,3244.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/669","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"part of the development operations work is making sure they have a database","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3244.0,3248.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/670","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that is conducive to how they operate. That's usually one of the","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3248.0,3254.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/671","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"challenges and opportunities that we see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3254.0,3257.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/672","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We go through this process that we see here on the screen","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3257.0,3262.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/673","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But our donor database doesn't support this process. So we go in and we create","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3262.0,3269.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/674","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"ear markers in their database to say, okay, if we put Bank of America in, we're putting in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3269.0,3274.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/675","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"them in under identify, they'd be a completely new donor","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3274.0,3278.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/676","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"0% chance of giving.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3278.0,3282.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/677","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once somebody begins to research them, again, we work with all different size organizations, the organization we're working with now has a pretty decent team. So each team has a portfolio of 50 to 75 donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3282.0,3294.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/678","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they're required to add 25 per year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3294.0,3297.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/679","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so 25 donors at $10,000 or more per year. And so once they bring in somebody new, that person's at 0%. Once they move them to the qualify stage, because now they're researching them and making sure","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3297.0,3310.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/680","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, they were putting them at a 25%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3310.0,3313.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/681","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a chance of giving. And then that person would cultivate, would be in the cultivation phase if they qualify to move on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3313.0,3319.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/682","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Then they would move up to the 50% year marker of giving. And they haven't even been asked.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3319.0,3324.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/683","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so we've gone in and said, wait a minute, this person is at 0%","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3324.0,3330.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/684","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"giving until","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3330.0,3333.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/685","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you begin to see some","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3333.0,3336.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/686","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"signs in the cultivation process.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3336.0,3339.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/687","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We can't put somebody at 50% chance of giving just because you invited them to a program.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3339.0,3343.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/688","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we had to go in","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3343.0,3345.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/689","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And really finesse this cycle and have it align with their database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3345.0,3351.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/690","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then there's some folks, organizations who don't even have the process, not because they don't want to, but","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3351.0,3357.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/691","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Usually we find they don't they don't know about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3357.0,3360.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/692","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they don't know about it. They don't know about the need to align, right? The donor life cycle","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3360.0,3366.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/693","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with their database in order to kind of have a through line","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3366.0,3370.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/694","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or they just don't have the time and the capacity to get it done.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3370.0,3374.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/695","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All right, let's be frank. It's tough out there in the nonprofit world.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3374.0,3379.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/696","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So this is really that middle column that I went over here, this middle gray column.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3379.0,3385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/697","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And while I can give you these three bullet points and say leverage your current list, target your prospect outreach efforts and create your prospecting timeline.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3385.0,3393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/698","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I can say that all day, but we need to have a why. And I shared a little bit of the whys just now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3393.0,3400.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/699","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I truncated those down into three bullet points. So the rationale for leveraging your current list","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3400.0,3407.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/700","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"could be because our database contains untapped prospects that have not been researched or qualified. I mean, that's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3407.0,3413.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/701","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's a rationale enough.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3413.0,3416.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/702","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How many folks do you have in your database that haven't given in the last year?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3416.0,3421.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/703","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if you pull out that report, you probably have 400. And how many of those 400 gave","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3421.0,3427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/704","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I don't know, five or 10 or more years ago that just need to be probably archived at this point, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3427.0,3434.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/705","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So a lot of cleanup typically needs to happen and that leveraging that list of current donors","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3434.0,3440.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/706","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And doing that internal work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3440.0,3443.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/707","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"really, it takes time i get it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3443.0,3446.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/708","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's time consuming, but it's like cleaning out your dirty closet, which I'm in the process of doing now in my own room.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3446.0,3453.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/709","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's like cleaning out that dirty closet. It's so messy or not dirty closet, but the messy closet. Things are everywhere. At once it was organized and you just turn around a couple of years later, you're like, what happened?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3453.0,3463.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/710","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What happened to this closet? The second one, the target prospect outreach efforts.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3463.0,3469.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/711","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A rationale could be 125 donors and prospects in our database","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3469.0,3473.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/712","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that have fell through the cracks over time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3473.0,3476.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/713","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3476.0,3478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/714","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"need to, I hate to use the word replace, but essentially need to be replaced, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3478.0,3484.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/715","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we've had, for example, organizations where","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3484.0,3489.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/716","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"maybe they had two churches and three fraternities and sororities given to their organization for a total of five donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3489.0,3496.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/717","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"all minority institutions","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3496.0,3498.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/718","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now they're not giving to the organization anymore. You know, they've changed their priorities or what have you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3498.0,3504.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/719","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How do we replace those donors?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3504.0,3508.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/720","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. And how do we make sure that we're doing it in a way that's, of course, equitable and aligned?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3508.0,3514.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/721","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"aligned with our mission.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3514.0,3517.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/722","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3517.0,3520.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/723","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All right, this is a fun slide. Everybody loves this slide because it gives you so many ideas of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3520.0,3525.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/724","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"who we could possibly be reaching out to. So take a picture of this. Again, Shania will send this out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3525.0,3530.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/725","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In the next week or so, but take a picture of this because it gives you a lot of ideas","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3530.0,3536.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/726","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"of who you could potentially be reaching out to. And this is an actual list of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3536.0,3540.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/727","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"potential research","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3540.0,3543.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/728","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"research list of potential donor","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3543.0,3547.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/729","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sectors, and some of them are pretty specific on here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3547.0,3551.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/730","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that we did for a STEM organization, a girls STEM organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3551.0,3558.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/731","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we came up with this list and the ones in bold","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3558.0,3562.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/732","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"are the ones that we wanted to focus on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3562.0,3564.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/733","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"First, okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3564.0,3566.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/734","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors of other STEM nonprofits. And as I said earlier, just because somebody gave to another STEM nonprofit doesn't mean they'll give to yours.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3566.0,3573.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/735","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that's where the research comes in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3573.0,3575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/736","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I don't want to say that that can't be a starting point because I think it's a great starting point, but make sure you're researching","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3575.0,3581.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/737","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as to why. And oftentimes, you know, I go back to the bank of america example","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3581.0,3587.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/738","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"One thing we don't do enough is just to see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3587.0,3590.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/739","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, we'll","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3590.0,3592.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/740","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"be surprised that somebody's getting a million dollars from Bank of America or $5 million from Bank of America","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3592.0,3597.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/741","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then you go on their board list and you're like, oh, the chief operating person for a Bank of America is on their board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3597.0,3604.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/742","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No wonder. So good luck getting that 5 million. Not that you can't, right? They're not the only organization receiving that much, but it's important to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3604.0,3613.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/743","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to have all of your data, to have a data set that you can make the decisions from.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3613.0,3618.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/744","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3618.0,3620.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/745","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So again, this is for a STEM company, might not be that helpful to you if you're not a STEM company. But what I like to say to folks, you know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3620.0,3628.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/746","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Years ago, years ago","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3628.0,3630.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/747","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Personally, my perspective changed from when I started out in this field of like, okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3630.0,3636.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/748","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Who's a donor? Let's search, let's Google donors who give to arts companies. Let's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3636.0,3641.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/749","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But then what we don't realize is that so many smaller companies","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3641.0,3647.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/750","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that we don't even think about. Pick up any item in your house and look at the brand name on that item.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3647.0,3652.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/751","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they're probably giving something.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3652.0,3654.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/752","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, don't go crazy lifting everything up and jotting down all of these companies names.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3654.0,3661.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/753","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But Procter \u0026 Gamble, right? Your arm and hammer laundry detergent","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3661.0,3666.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/754","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, there is a company registered today. I think they are a Procter Gamble company. I'm not sure.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3666.0,3672.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/755","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But almost everything in your house has been made by a company.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3672.0,3676.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/756","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? So you could, I mean, if you're really down and out about it, you could really start there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3676.0,3681.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/757","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"List down all the possibilities and then truncate it down to a list of three to five of where you're going to start.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3681.0,3689.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/758","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because you will never get through the whole list, not even in a year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3689.0,3692.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/759","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Unless if you have a specific full-time person knowing that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3692.0,3695.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/760","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's impossible to have all donors in all areas.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3695.0,3698.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/761","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you're serving, if your organization is youth serving, you know, children's toys companies","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3698.0,3703.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/762","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yes, they fund STEM, depending on the children's toy company, like Legos. They fund STEM programs, the Lego company.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3703.0,3711.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/763","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But they also fund causes that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3711.0,3714.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/764","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that serve children overall.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3714.0,3717.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/765","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So check into Tyco, check into","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3717.0,3721.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/766","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what is it a little tykes. Check into Gerber and check into","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3721.0,3727.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/767","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All of these children's and baby companies and see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3727.0,3731.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/768","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"who might have a funding sponsorship or grant opportunity?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3731.0,3735.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/769","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All it takes is all it takes is one","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3735.0,3738.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/770","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of these categories to go in and research.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3738.0,3741.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/771","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I guarantee you'll find five to ten","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3741.0,3745.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/772","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"opportunities and at least two or three that you'll be able to apply for.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3745.0,3750.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/773","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. Sometimes we just have to go a little bit unconventional with where we're looking.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3750.0,3756.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/774","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Appliance companies are another big one for STEM organizations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3756.0,3762.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/775","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The other one, you know, when you go into your um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3762.0,3769.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/776","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So for example, for health organizations so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3769.0,3772.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/777","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, how different cities and towns might have a local fun run or marathon or something like that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3772.0,3780.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/778","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the towns and the towns within your city are oftentimes funding those types of citywide events, you know, or movies at the park.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3780.0,3789.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/779","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Depending on what, if your area does events like that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3789.0,3794.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/780","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Banks and credit unions. Well, we know they're pretty specific, right? Banks and credit unions","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3794.0,3799.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/781","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"have really all come around financial literacy and economic mobility. I mean, I haven't come across one","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3799.0,3807.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/782","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that hasn't shifted","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3807.0,3809.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/783","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They've all always done financial literacy, but economic mobility has been","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3809.0,3814.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/784","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, really the shift over the last, I want to say seven to eight years","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3814.0,3818.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/785","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For banks, no matter how big or small.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3818.0,3823.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/786","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So they might not necessarily fund","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3823.0,3826.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/787","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"your library program, unless your library is willing to do a small workshop webinar.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3826.0,3831.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/788","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Even on financial literacy or","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3831.0,3834.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/789","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"if you are looking to work with","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3834.0,3837.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/790","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Title I schools, if you're serving students. I just met with a bank actually two weeks ago for my child's school.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3837.0,3846.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/791","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they want to do financial literacy for fourth graders.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3846.0,3849.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/792","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They want to do financial literacy for fourth grade. I mean, who would have thought that they would even start that young?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3849.0,3854.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/793","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But that could lead to a potential","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3854.0,3856.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/794","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$1,000 sponsorship for the school, which is huge for a public school. I mean, that's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3856.0,3862.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/795","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$1,000, extra thousand dollars is huge for a public school.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3862.0,3865.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/796","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So take a picture.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3865.0,3867.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/797","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then we'll move on to here. So these are more sort of discussion questions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3867.0,3873.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/798","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I call these our thinking time questions. I'm going to leave this slide up, but why don't we go ahead and just take a quick 10 minute break.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3873.0,3880.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/799","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Use the restroom, grab that other extra cup of coffee or water, grab a snack.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3880.0,3886.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/800","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'll do the same. And why don't we come back here at 117, and then we'll start with this slide, which is one of my favorite slides.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3886.0,3894.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/801","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3894.0,3899.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/802","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sounds good.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3899.0,3900.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/803","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Awesome. Awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3900.0,3901.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/804","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"See you all in 10 minutes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3901.0,3904.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/805","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Awesome. Awesome.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3910.0,3912.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/806","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I wanted to, I have this concept of thinking time, excuse me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3912.0,3918.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/807","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is a concept from","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3918.0,3922.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/808","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"one of my all-time favorite books","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3922.0,3925.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/809","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"called The Road Less Stupid.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3925.0,3928.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/810","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it is a business entrepreneurship book by Keith Cunningham.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3928.0,3933.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/811","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I have read this book twice and I've listened to the audio version, I don't know, maybe seven times now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3933.0,3940.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/812","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"just in my car, you know, kind of going back and forth, doing the dishes, laundry, it's on my","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3940.0,3945.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/813","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"on my ear pods.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3945.0,3949.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/814","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But Keith has this concept in the book","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3949.0,3952.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/815","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"called thinking time. So at the end of every chapter.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3952.0,3955.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/816","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He wraps it up with a thinking time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3955.0,3958.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/817","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"section.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3958.0,3960.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/818","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that really forces us as professionals to think about where we are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3960.0,3965.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/819","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how we're doing, what we're doing. Do we know what we're doing?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3965.0,3969.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/820","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And how we can use those learnings and teachings to make","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3969.0,3974.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/821","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"informed decisions and to really catapult and take our businesses to the next level now","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3974.0,3980.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/822","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, I'm looking at it from, of course, an entrepreneurship perspective, business perspective","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3980.0,3985.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/823","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But aren't nonprofits businesses as well? No, and I tell folks, you know, oftentimes we run into nonprofits that are ran like","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3985.0,3993.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/824","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"After middle school, after school clubs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3993.0,3996.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/825","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we just have to remind ourselves","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3996.0,3999.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/826","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Nonprofits are businesses.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=3999.0,4001.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/827","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, our 501c3, and I spoke about this on","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4001.0,4005.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/828","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"did a put a post about on LinkedIn about this just a couple weeks ago. The 501c3 is only a tax designation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4005.0,4012.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/829","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It does not dictate how much money you can bring in. What it does dictate is what you can do with the money when it does come in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4012.0,4020.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/830","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's it. The money needs to go back into the community","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4020.0,4023.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/831","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You can't have shareholders, right? We can't","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4023.0,4025.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/832","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4025.0,4028.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/833","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But you can give raises.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4028.0,4031.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/834","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"where they're deserved you can","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4031.0,4033.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/835","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Hey, folks, at market rate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4033.0,4036.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/836","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Folks don't have to be underpaid in your nonprofit space.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4036.0,4039.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/837","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You don't have to burn your employees out.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4039.0,4042.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/838","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It just depends on how well you are running your business, how much revenue you are bringing into that business in order to run it effectively.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4042.0,4051.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/839","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you have one person doing three jobs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4051.0,4053.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/840","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then your nonprofit is not being ran the way it needs to be ran as a business.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4053.0,4058.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/841","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? Optimally, optimally.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4058.0,4061.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/842","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4061.0,4063.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/843","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so when we shift our thinking and shift our minds around that thinking time concept.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4063.0,4070.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/844","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Even if the question were, what does it mean to run","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4070.0,4074.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/845","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a highly effective","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4074.0,4077.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/846","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"nonprofit.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4077.0,4079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/847","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Getting your team around the table","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4079.0,4081.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/848","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we have a rubric that we use for this, a sort of a nonprofit organization, what we call it the Organizational Effectiveness Audit.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4081.0,4089.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/849","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And see what folks come up with that they would want to put on that rubric. Because if you leave it to your leadership team only.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4089.0,4097.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/850","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you're only going to see this from one perspective.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4097.0,4099.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/851","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You need questions in that audit that address folks at the managerial level and that address folks at the director level.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4099.0,4107.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/852","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And frankly.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4107.0,4110.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/853","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"questions and points of view","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4110.0,4113.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/854","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"from your service recipients should make their way onto this organizational effectiveness audit.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4113.0,4119.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/855","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because being effective as an organization","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4119.0,4122.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/856","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it's not called the leadership effectiveness audit, nor is it called, right? And nor is it called the customers, right? I'm affecting them in this audit. It is organizational.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4122.0,4133.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/857","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Your board should have a voice in this audit and the questions that are used within it.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4133.0,4138.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/858","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Of course, have a goal and cap the number of questions and per section.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4138.0,4143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/859","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But everyone should be on board with this and it forces you to take the time to think about your organization as a whole.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4143.0,4149.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/860","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, for the purposes of this class today, we're going to be doing our thinking time on the donor cultivation process. And you'll see naturally","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4149.0,4159.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/861","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how your thoughts and your responses to yourself","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4159.0,4162.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/862","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"will overlap and intersect with","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4162.0,4166.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/863","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the entire organization because development is one of those","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4166.0,4170.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/864","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"pieces of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4170.0,4172.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/865","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"One of those departments that really deeply intersects with every other department across","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4172.0,4178.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/866","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"any nonprofit deeply. And if it's not deeply intersecting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4178.0,4183.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/867","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then that's your thinking time question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4183.0,4186.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/868","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why is our development department not deeply intersected with the rest of this organization?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4186.0,4190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/869","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We can make a question out of anything. But in order to find the right strategy.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4190.0,4195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/870","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In order to find and create a space and a pathway for you to get the right results that you're trying to get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4195.0,4201.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/871","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Whether if it's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4201.0,4204.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/872","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"cultivating donors or stewarding current donors, increasing revenue, increasing your target audience from a marketing perspective, getting more people added to that email list, increasing social media followship and engagement.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4204.0,4216.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/873","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No matter what the result is that you're trying to get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4216.0,4220.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/874","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you have to be able to ask the right questions in order to get there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4220.0,4224.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/875","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what we don't want to do is ask the wrong question because, I mean, that's a recipe for the disaster. If you're answering the wrong question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4224.0,4233.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/876","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then you'll never get to the solution that you seek, okay? So let's start with some of the thinking time questions that are more","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4233.0,4240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/877","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"directed towards the development space, particularly cultivation here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4240.0,4245.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/878","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we'll look at the natural intersections. So things to think about.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4245.0,4250.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/879","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what current funders align with your needs?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4250.0,4253.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/880","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What current funders align with your needs? I mean, that's an easy peasy one. We do this in our sleep.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4253.0,4260.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/881","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4260.0,4262.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/882","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But the deeper part of this goes back to really researching, right? Really researching","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4262.0,4268.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/883","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the donors that you want to add to your list.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4268.0,4271.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/884","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to become potential prospects. Remember, they're not prospects just because you think they can give","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4271.0,4276.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/885","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"their prospects once you've qualified them to become a prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4276.0,4281.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/886","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The next question, where do we have gaps for funding?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4281.0,4285.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/887","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And usually these gaps arise out of your revenue planning towards the end of your fiscal year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4285.0,4292.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/888","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you do your revenue planning, that's when you notice, wait a minute, we're trying to add this program next year. I don't know if this is going to work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4292.0,4299.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/889","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Let's break down the numbers to see where we are.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4299.0,4302.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/890","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once you break down the numbers, then you'll have a better idea of where you have gaps in funding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4302.0,4308.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/891","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do we need more exhibitions throughout the year? Do we need less?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4308.0,4313.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/892","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're always in the mindset, we want to stay in the mindset of abundance. Absolutely.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4313.0,4319.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/893","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we also want to focus on quality versus quantity in terms of what we're doing as nonprofit organizations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4319.0,4326.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/894","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because more money doesn't equal higher impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4326.0,4329.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/895","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"more team members doesn't equal higher impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4329.0,4333.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/896","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. More funding prospects doesn't equal more revenue.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4333.0,4338.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/897","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sometimes it's just finding those two to three right funding partners","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4338.0,4343.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/898","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"who are willing to get in the game and stay in the game with you and provide those major gift opportunities","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4343.0,4349.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/899","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for you to grow exponentially and take your organization to the next level.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4349.0,4354.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/900","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So where do we have gaps in funding? And that's a huge one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4354.0,4358.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/901","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When organizations find gaps in funding.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4358.0,4361.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/902","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Two. Well…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4361.0,4364.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/903","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I was going to say two thoughts occur, but it really is one thought.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4364.0,4367.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/904","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The first thought and the only thought is usually we have a gap.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4367.0,4371.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/905","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"in this area, how do we get more money for it?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4371.0,4376.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/906","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The thought that should come first","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4376.0,4380.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/907","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Which is a bit more strategic is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4380.0,4383.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/908","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why do we have a gap?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4383.0,4385.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/909","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"here. Sometimes the gap","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4385.0,4388.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/910","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is not because you don't have enough money coming in or there's not enough revenue coming into the organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4388.0,4393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/911","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes the gap","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4393.0,4395.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/912","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is because there's a mismanagement of funds. And when I say mismanagement or misallocation of funds for something else.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4395.0,4402.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/913","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that should not be. And those funds need to be pulled.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4402.0,4406.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/914","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When we decrease budget, when we decrease our budget or revenue and one budget line item versus another.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4406.0,4412.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/915","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's often seen as taboo. Oh, we decreased the budget for this program and oh my gosh.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4412.0,4418.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/916","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"when what you're really trying to do is be strategic. Laura.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4418.0,4425.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/917","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Laura, did you want to share?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4425.0,4427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/918","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"No problem.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4427.0,4431.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/919","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Oh, no, no, no problem. I thought you wanted to share something. I was like, you know, I used to be a teacher. I can talk all day.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4431.0,4438.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/920","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that gap in funding, identifying the gap.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4438.0,4442.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/921","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And not just saying, oh, we need more money to fill this gap.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4442.0,4445.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/922","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The question really is.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4445.0,4447.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/923","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The first question is, where do we have gaps in funding? The second question is why?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4447.0,4453.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/924","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once you can identify the why, then you can set your next strategic steps for","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4453.0,4458.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/925","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how to fill the gap.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4458.0,4460.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/926","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay. Where can we find qualified prospects?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4460.0,4464.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/927","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We talked a little bit earlier about this and I","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4464.0,4466.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/928","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I shared right the sheet, the list of all the different potential companies. And again, this is particularly for a STEM","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4466.0,4474.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/929","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"organization and you can create one like this for your for your own field","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4474.0,4478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/930","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4478.0,4481.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/931","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We talked about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4481.0,4484.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/932","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"actually qualifying those prospects.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4484.0,4486.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/933","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What we didn't talk about, and we don't have time for in this particular presentation, this is when we talk about a little bit more","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4486.0,4494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/934","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Really, when we coach organizations","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4494.0,4498.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/935","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"creating the rubric for qualification. What does that need to look like?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4498.0,4503.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/936","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So I advise folks to not come up with more. I mean, I really advise five.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4503.0,4508.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/937","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But if you need more rubric criteria.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4508.0,4512.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/938","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I wouldn't go past seven because then it becomes unmanageable and you're really mincing","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4512.0,4517.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/939","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the information, right? And when you start diluting your rubric criteria","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4517.0,4522.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/940","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then everybody becomes qualified. And that's not what we're trying to do here. You want to make it so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4522.0,4528.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/941","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that it's an honor to be a qualified prospect for your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4528.0,4533.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/942","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So, hey, prospective donor, now I'm going to take you on a journey on what that experience looks like.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4533.0,4539.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/943","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"feels like, what you'll see, what you'll hear, what people will share with you, what we'll want you to share with other folks, right? This should be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4539.0,4548.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/944","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This should not only be a transactional","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4548.0,4552.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/945","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"process. It should be an experience for your donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4552.0,4556.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/946","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So to qualify your donors and to create a rubric, it really could be, you know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4556.0,4562.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/947","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"a simple Excel sheet, the 10 donors you want to try to qualify in the first column.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4562.0,4567.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/948","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then across the top column, you have maybe five to seven questions, okay? And the first question could be something like.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4567.0,4575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/949","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donor is local.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4575.0,4579.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/950","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If the","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4579.0,4582.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/951","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you check it off, and if that pertains to your particular organization, if the donor is not local, you put an X there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4582.0,4590.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/952","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If that alone can disqualify your prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4590.0,4593.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/953","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then that prospect is not qualify. And that applies to particular cases, right? There are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4593.0,4598.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/954","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"smaller grassroots nonprofits who only serve, for example, a particular neighborhood, a particular county or city.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4598.0,4605.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/955","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or state. So it really depends on how you define local.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4605.0,4609.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/956","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they only rely on funders within their","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4609.0,4614.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/957","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that close knit geographic parameter.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4614.0,4618.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/958","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So maybe the qualification would be funds arts organizations or funds arts education, funds museums.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4618.0,4625.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/959","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe the qualification would be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4625.0,4628.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/960","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is usually a pretty substantial one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4628.0,4630.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/961","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Donor gives","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4630.0,4632.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/962","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"more than X amount, maybe it's 10,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4632.0,4636.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/963","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Donor gives more than 10,000","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4636.0,4638.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/964","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and awards per award.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4638.0,4641.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/965","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, if you come across a donor who only gives $1,000 awards, and I've come across those donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4641.0,4648.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/966","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then they don't qualify. Now, as you get down your qualification criteria and you're checking folks off.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4648.0,4654.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/967","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You may have 10 that you had in the identification stage, and then by the time you get to the end of the qualification stage, you may only end up with three.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4654.0,4664.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/968","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's okay. The point is you have to have a set of criteria.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4664.0,4669.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/969","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because if not, we're going to be running around willy nilly","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4669.0,4673.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/970","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"at every kitten scratching out our front door, right, trying to apply for every possible opportunity thrown our way.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4673.0,4681.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/971","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How many times do you get the email? Oh, did you see this funding opportunity?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4681.0,4684.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/972","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And oftentimes EDs or CEOs will say, send it to the director of development. Oh, let's apply for this.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4684.0,4691.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/973","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4691.0,4693.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/974","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I had a situation personally like this. I was like, well, I'm not applying for it. And I'm not applying for it because","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4693.0,4700.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/975","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Here is the grants calendar for the next seven months.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4700.0,4703.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/976","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"There are seven proposals that need to go out","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4703.0,4706.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/977","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would typically have, if it's a renewed proposal, I have a good idea of how long it takes, right? Local grants versus foundation grants or federal grants. I mean, federal grants take 80 hours to write.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4706.0,4718.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/978","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that's all you're doing for two weeks, 40 hours a week.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4718.0,4721.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/979","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's the minimum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4721.0,4725.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/980","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's not, that's the minimum, okay? They take 80 hours to write.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4725.0,4728.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/981","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now I work with a firm that I, our firm","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4728.0,4733.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/982","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The only thing we don't do is write grants. We do not write grants.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4733.0,4736.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/983","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They're just way too time consuming, but we do subcontract grants um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4736.0,4743.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/984","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to one of my dear colleagues who runs an all she does is write grants. She does nothing else. So it was a great partnership","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4743.0,4750.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/985","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But she charges $12,000 to $15,000 per federal grant.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4750.0,4754.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/986","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because it takes so long and she has to pay her grant writers, right, to be able to write that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4754.0,4759.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/987","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so make sure you're qualified before you waste time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4759.0,4763.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/988","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"on writing a proposal, make sure you're qualified before you waste time, money, resources, mental and emotional energy on taking that donor out to lunch.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4763.0,4772.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/989","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do as much research as you can to qualify your prospects.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4772.0,4777.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/990","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"invest in a prospect qualification tool like iWave.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4777.0,4781.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/991","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For example, that can connect to your database","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4781.0,4784.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/992","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and tell you","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4784.0,4787.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/993","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"so much information about your donors.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4787.0,4789.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/994","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, your donor's net worth.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4789.0,4792.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/995","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the, excuse me, the, um.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4792.0,4796.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/996","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"worth of their current home","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4796.0,4798.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/997","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes they'll give you information about","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4798.0,4801.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/998","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Depending on depending on the software you invest in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4801.0,4804.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/999","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Other organizations that donor has given to.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4804.0,4807.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1000","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes it might tell you how much.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4807.0,4809.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1001","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sometimes it'll tell you i mean it'll tell you","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4809.0,4811.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1002","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it can get pretty deep depending on the tier that you register for and depending on the actual software that you get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4811.0,4818.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1003","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it removes so much of the legwork.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4818.0,4821.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1004","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because you're never going to have coffee with someone and say, so what's your net worth?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4821.0,4824.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1005","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you're never going to ask them that. Or how much is your home worth? You know?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4824.0,4829.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1006","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"A nifty thing that I used to do before I used to use the, I used to, I mean, I would literally stalk people, right? I would literally stalk these potential donors or if they were a donor and they were being stewarded and I","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4829.0,4840.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1007","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In my mind, I'm thinking, okay, it's time to increase your gift. How much do I ask for?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4840.0,4845.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1008","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I would pop their address into Google.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4845.0,4847.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1009","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"look up their home and then use that as one of my data points of one of my 10 to 15 data points","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4847.0,4855.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1010","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"To say, okay, this donor lives in a 1 million plus dollar home","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4855.0,4860.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1011","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe I can make that $10,000 or $50,000 ask. It just depends. And I did that for a while.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4860.0,4865.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1012","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so we were able to, across many organizations, actually.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4865.0,4870.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1013","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"afford and invest in something like iWave, which is one of my favorites.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4870.0,4876.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1014","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So qualify your prospects and take your time in doing that. Get your rubric ready.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4876.0,4882.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1015","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And make it easy. Make it easy.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4882.0,4884.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1016","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Make it easy. How do we prioritize our prospect research zone given limited","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4884.0,4889.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1017","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"resources. This is a big one.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4889.0,4892.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1018","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Especially for","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4892.0,4895.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1019","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"folks who might be in the same boat as Laura who work with international organizations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4895.0,4904.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1020","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I see a lot of nonprofits who","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4904.0,4908.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1021","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"prioritize quantity over quality.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4908.0,4911.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1022","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And quite frankly, sometimes it's just out of hand.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4911.0,4915.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1023","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes it's, oh, we're serving 100 students in this city","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4915.0,4919.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1024","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, I think we've expended all of our resources on how many students we can serve here. We've been serving the same number of students for the last 10 years","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4919.0,4926.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1025","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In this city, 100 students","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4926.0,4929.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1026","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it's time that we expand to Atlanta.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4929.0,4934.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1027","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"100 students and it's time to expand","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4934.0,4937.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1028","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Make sure, just make sure","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4937.0,4941.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1029","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"your programmatic efforts and your impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4941.0,4944.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1030","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"are worth the story and the investment","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4944.0,4948.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1031","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you're asking your potential donor here","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4948.0,4951.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1032","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to make in your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4951.0,4954.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1033","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because that would, if your donor is used to giving and they're used to having conversations with nonprofits and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4954.0,4960.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1034","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and impact and and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4960.0,4963.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1035","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, the social climate of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4963.0,4966.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1036","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"what's acceptable and seen as high impact","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4966.0,4971.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1037","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is something in their purview?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4971.0,4974.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1038","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they're not going to give to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4974.0,4977.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1039","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because some of those questions that you need to ask yourself are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4977.0,4980.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1040","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, why do we think 100 is the max","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4980.0,4985.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1041","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Why do we think 100 is the max? What are the results we've gotten that tells us 100 is the max?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4985.0,4990.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1042","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what are the innovative ways we've tried to recruit more students that tells us 100 is the max? Are there no other students? Again, we're not focusing here. I'm not saying to focus on the quantity versus the quality.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=4990.0,5001.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1043","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But what I'm saying is when you're thinking about where you're","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5001.0,5006.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1044","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"where you're going to be getting your next set of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5006.0,5009.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1045","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"prospects or donors from","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5009.0,5013.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1046","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you're going to have to be able to back your story up","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5013.0,5017.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1047","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or back your, you know, your story of your impact up","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5017.0,5020.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1048","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with tangible tangible data.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5020.0,5024.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1049","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to say, yes, we've served 100 students. Maybe it's our goal was to serve 100 students.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5024.0,5030.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1050","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In this particular zone or in East Charlotte, and all 100 students had to be homeless, right, under the McKinney-Vento Act.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5030.0,5040.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1051","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They had to be homeless. And there were a hundred and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5040.0,5043.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1052","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"15 students, we've served 100 of them","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5043.0,5046.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1053","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"15 just were not interested or whatever the number is. I'm throwing these numbers out just for sake of an example.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5046.0,5051.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1054","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So now it's time we serve","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5051.0,5053.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1055","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"this particular demographic of students","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5053.0,5056.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1056","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In Atlanta, we're looking to serve another hundred","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5056.0,5059.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1057","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we're going to serve 100 students in 10 big cities over the next 10 years. Whatever it is, it just needs to be backed by data. It can't be we thought we did the best we can, now we're moving on.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5059.0,5069.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1058","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So make sure you prioritize your prospect research zone based on the impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5069.0,5074.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1059","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you are trying to have, okay? That's the key takeaway here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5074.0,5079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1060","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once we find a qualified prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5079.0,5082.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1061","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, let me stop here first at the first four. Does anybody have any questions, comments, concerns, points of clarification, or maybe even experiences you want to share here?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5082.0,5092.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1062","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So far.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5092.0,5101.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1063","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so Sam asked, sorry, Sam, he sent this 10 minutes ago. Is the answer ever","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5101.0,5107.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1064","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't need to fill the gap because we don't actually need to be doing whatever this funding","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5107.0,5112.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1065","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"would be for? Yes.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5112.0,5115.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1066","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Absolutely. Sometimes that is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5115.0,5117.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1067","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the answer. That was a very easy question.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5117.0,5121.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1068","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The hard part of that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5121.0,5124.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1069","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is the familiarity with what we've already been doing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5124.0,5129.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1070","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And more often than not.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5129.0,5133.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1071","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah. And thanks, Sam, for bringing this up. It's so important because more often than not.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5133.0,5139.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1072","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"folks are not willing to get rid of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5139.0,5143.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1073","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"something in order to expand on something else.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5143.0,5146.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1074","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And, you know, we…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5146.0,5149.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1075","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're typically the messengers or carriers of bad news or the bad guys when we go into organizations because what we say is, look, you have a staff of four and you're running seven programs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5149.0,5160.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1076","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And through your programs have lost 50% of their attendance","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5160.0,5165.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1077","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"over the last","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5165.0,5167.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1078","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"three years, it's time to cut back on some programs or at least consolidate your programs.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5167.0,5173.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1079","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We all want to serve as many students and as many service recipients as possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5173.0,5178.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1080","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We all want to, but we have to do it","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5178.0,5181.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1081","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with fidelity and we have to do it in a way","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5181.0,5184.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1082","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that doesn't chase our own employees away.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5184.0,5187.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1083","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That doesn't chase our, sometimes it's, and sometimes it's board members pushing for it, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5187.0,5192.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1084","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We worked with an organization where the board said, hey.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5192.0,5195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1085","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Four years ago, we were serving 1,200 students and now we're down to 700. What's going on?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5195.0,5200.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1086","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But what was going on and what those board members didn't understand","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5200.0,5204.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1087","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is that those 1,200 students were getting very surface level superficial","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5204.0,5210.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1088","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"tutoring, but these 700 students","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5210.0,5214.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1089","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"are going so much deeper into the program","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5214.0,5217.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1090","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Program staff actually has and the TAs actually have time to track progress and communicate with teachers","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5217.0,5223.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1091","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And gather some data to see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5223.0,5226.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1092","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"how the students are progressing year over year after they've attended this program.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5226.0,5231.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1093","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"None of that was happening before.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5231.0,5233.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1094","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So here we go, quality.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5233.0,5235.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1095","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"over quantity at first.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5235.0,5237.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1096","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And flipping the script has more of an impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5237.0,5240.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1097","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it has more of an impact.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5240.0,5245.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1098","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So moving on here to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5245.0,5247.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1099","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"this number five.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5247.0,5250.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1100","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Checkbox number five, once we find a qualified prospect, what is the process for cultivation?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5250.0,5256.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1101","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That is very, very organization specific, okay?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5256.0,5262.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1102","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you have to determine what that looks like for you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5262.0,5266.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1103","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and your organization. Once you find a quality, because remember, we identify and we say, oh.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5266.0,5272.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1104","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Bank of America might be a donor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5272.0,5275.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1105","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Let's qualify them and see if they would actually be","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5275.0,5278.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1106","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Do they donate to libraries or arts organizations or education organizations?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5278.0,5284.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1107","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Let's see. Yes, they do. Fantastic. They're qualified. They've given over a billion dollars in the past year to those types of organizations.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5284.0,5292.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1108","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And furthermore, they've given over 50 million right here in our hometown to organizations with similar missions, similar budgets.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5292.0,5301.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1109","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's enough organizations where you can use it as a data point. It's not just one outlier.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5301.0,5308.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1110","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that has a Bank of America employee on their board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5308.0,5311.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1111","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that happens. So now they're qualified. What is the process from there?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5311.0,5315.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1112","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is the process we bring in the organization for a tour of our space?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5315.0,5319.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1113","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Some of us don't even have a space to be toured. Or is the process we invite this prospect out to coffee to learn more about their funding priorities or opportunities?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5319.0,5329.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1114","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that's a little bit, you know, it's it's","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5329.0,5332.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1115","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"so much easier with individual donors. But when you get into foundations and you get into grants.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5332.0,5337.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1116","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"grantors and you have to actually fill out an application","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5337.0,5341.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1117","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That process is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5341.0,5345.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1118","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"is very specific to the donor. Some donors that are local, yeah, they'll have a coffee with you, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5345.0,5351.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1119","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But many of them, especially if you're talking federal or government grants, unless if you have a good relationship already.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5351.0,5357.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1120","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Everything is done online. Some of them are even like, don't email us about your status, just submit.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5357.0,5362.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1121","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you have a question, send it to this email. Everything is very transactional because they just don't have the time or capacity.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5362.0,5369.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1122","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for coffee. But if you can","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5369.0,5371.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1123","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Have coffee or tea or have","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5371.0,5374.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1124","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I say lunch, depending on how much you're asking for, have lunch.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5374.0,5378.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1125","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if it's a major gift donor, get ready to plan dinner at some point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5378.0,5383.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1126","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I think one of the and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5383.0,5387.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1127","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, when folks think about um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5387.0,5390.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1128","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"like the qualification prospect","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5390.0,5393.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1129","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It doesn't have to be arduous. It could just be we have the qualified prospects. What's the next step?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5393.0,5398.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1130","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The next step is coffee.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5398.0,5400.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1131","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with the head of development or the CEO? Again, it depends, right? It depends on if you're inviting a CEO of a corporation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5400.0,5407.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1132","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So coffee, get your CEO there at the table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5407.0,5411.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1133","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We want to talk peer to peer.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5411.0,5414.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1134","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"oftentimes, if that's possible to talk peer to peer, do that. Get a board member at the table.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5414.0,5418.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1135","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You can be there as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5418.0,5420.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1136","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If needed, but you want to make sure that that first conversation is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5420.0,5427.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1137","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I mean, all your conversations will be about relationship building, but you want to make sure that that first conversation is as comfortable as possible","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5427.0,5434.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1138","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for the prospect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5434.0,5436.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1139","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And that the best person internally","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5436.0,5439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1140","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you know is qualified to eventually make that ask is at the table. And sometimes that's not you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5439.0,5445.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1141","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"as a development person or as the board member or even as a CEO.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5445.0,5449.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1142","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sometimes it might be a program person.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5449.0,5451.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1143","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that has to be at the table with you.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5451.0,5454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1144","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When I've met with donors, I've brought program folks, I bought service recipients","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5454.0,5459.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1145","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"How about a mom whose child","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5459.0,5461.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1146","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Love to play the saxophone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5461.0,5465.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1147","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He went to a summer camp.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5465.0,5467.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1148","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"played the saxophone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5467.0,5469.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1149","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"super, super, super low income. I mean, right about hitting the poverty line, couldn't afford a saxophone for, you know, for her son.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5469.0,5476.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1150","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and we","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5476.0,5479.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1151","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"My team and I, I don't know why I took this particular case so personally.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5479.0,5485.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1152","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I was like, we're going to find this kid a saxophone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5485.0,5487.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1153","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're going to find him a saxophone. And we had to get a saxophone shipped from a donor's sister who lived in New Jersey","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5487.0,5494.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1154","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This is like eight years ago, lived in New Jersey. She was cleaning out her basement and was like, I have a saxophone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5494.0,5501.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1155","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They shipped the saxophone down.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5501.0,5503.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1156","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The mom was like, oh my God, I want to tell everybody about this. This is amazing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5503.0,5507.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1157","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It was the main headline story at our gala that year, or that gala that was coming up towards the end of that year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5507.0,5515.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1158","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, it was this whole thing. It became this whole thing. Like, all I want to do was get a saxophone.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5515.0,5520.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1159","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But you just never know how these little small acts and these moments of making donors and prospects feel comfortable, you never know what kind of story they might turn into.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5520.0,5531.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1160","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You just never know. So, you know, treat each one with care and try to make it as less transactional as possible.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5531.0,5538.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1161","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We have something in the chat here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5538.0,5542.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1162","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thanks, Sam. Number six.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5542.0,5545.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1163","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once, um.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5545.0,5548.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1164","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Well, let's go down these check marks real quick. And I just kind of talk to this, like who has the best relationship with the prospect?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5548.0,5554.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1165","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Who else have they funded? We've already kind of touched on that, so I won't go into it, but let's go to number six. What criteria does the qualified prospect need to fulfill","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5554.0,5561.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1166","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for them to be qualified. And we just kind of went over that as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5561.0,5565.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1167","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. That is where your prospect qualification rubric comes in. And we do a lot of this work with organizations","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5565.0,5571.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1168","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what we see a lot is that","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5571.0,5575.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1169","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once the qualification rubric is in place, it just makes your life so much easier.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5575.0,5580.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1170","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When it comes to finding new donors, it just does.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5580.0,5583.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1171","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because you have it. You're not starting from scratch.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5583.0,5586.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1172","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You have a list that tells you if this donor is qualified and if they're not. And of course, you're at liberty to make exceptions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5586.0,5594.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1173","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you're at liberty to make exceptions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5594.0,5597.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1174","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I would document those exceptions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5597.0,5600.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1175","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"document what they are.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5600.0,5602.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1176","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5602.0,5605.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1177","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We had a donor at one organization I worked with who","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5605.0,5609.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1178","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Actually, this is another instrument example, but I was working at a museum and the donor","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5609.0,5615.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1179","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"called and emailed at first and we started talking and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5615.0,5619.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1180","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"He wanted to donate","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5619.0,5621.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1181","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$10,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5621.0,5624.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1182","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so, of course, I mean, I'm newer at the time. I'm like, oh, this is great. This is, you know, quick win for me.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5624.0,5630.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1183","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You know, as a new employee, I can kind of","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5630.0,5632.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1184","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But it was an in-kind donation of $10,000. He wanted to donate a piano.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5632.0,5639.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1185","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We didn't need a piano. We don't even have anywhere to store the piano. We didn't even have enough storage for the current artwork that we had.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5639.0,5647.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1186","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5647.0,5649.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1187","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I remember just the oxygen just coming out of my balloon, the helium, excuse me, coming out of my balloon.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5649.0,5655.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1188","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I'm like, well, you kind of have to lead with that. Not we want to donate 10,000. We want to donate a piano worth, you know, 10,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5655.0,5664.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1189","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And I had already told my boss at the time, oh, somebody wants to donate 10,000, you know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5664.0,5669.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1190","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"kind of boosting it up. I never did that again. But it was a piano.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5669.0,5674.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1191","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So what is that qualification rubric? I didn't have one at the time, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5674.0,5678.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1192","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And the qualification rubric should have been","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5678.0,5681.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1193","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If it's an in-kind donation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5681.0,5683.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1194","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We can accept it if it aligns with our mission. We are a fine arts. Well, let me not say fine arts. We are a arts museum, or we're.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5683.0,5692.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1195","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"we didn't need the piano.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5692.0,5696.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1196","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for for what we were doing at the time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5696.0,5699.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1197","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I can't remember what happened to the piano. I think he donated to another museum or something.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5699.0,5703.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1198","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it wasn't an antique or anything, you know, remotely like that, but we couldn't accept the gift.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5703.0,5708.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1199","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But we eventually had the rubric","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5708.0,5711.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1200","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for in-kind gifts in place.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5711.0,5713.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1201","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"For future in-kind gifts. So that was for in kind.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5713.0,5717.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1202","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Specifically.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5717.0,5719.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1203","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All right. So number, any questions, comments, thoughts?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5719.0,5724.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1204","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You guys want to share before we hop into the last two here?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5724.0,5729.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1205","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Feel free to interrupt me at any time.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5729.0,5731.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1206","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So how do we track these qualified prospects in our database? Now, this one's tricky because everyone has a different database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5731.0,5737.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1207","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So when I go through this rubric with organizations that with our actual clients.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5737.0,5742.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1208","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know we're talking about their database, their particular database and","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5742.0,5747.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1209","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We, I in particular, have worked with maybe eight or nine nonprofit databases and pretty familiar with most of them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5747.0,5754.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1210","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And can very quickly tell if somebody has outgrown, an organization has outgrown their database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5754.0,5760.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1211","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or if…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5760.0,5763.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1212","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they've gotten a database that's a yacht.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5763.0,5766.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1213","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they really just need a tugboat.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5766.0,5768.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1214","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we work with clients on that as well.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5768.0,5771.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1215","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And it's sort of like what I shared earlier. So we track qualified prospects in our database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5771.0,5776.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1216","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"by assigning a percentage point to each phase of the donor lifecycle.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5776.0,5781.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1217","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we do have multiple stewardship points","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5781.0,5785.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1218","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Again, if the database allows that, one, and two.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5785.0,5790.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1219","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"if the if the organization is not","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5790.0,5792.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1220","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because they don't have that type of database that can","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5792.0,5796.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1221","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"aggregate data in that way where they're not ready to transition to a new database.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5796.0,5801.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1222","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"then what we do is just provide them with that recommendation in detail of what they need to do.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5801.0,5806.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1223","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So from, you know, when you identify a donor, when you um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5806.0,5811.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1224","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"qualify the donor, you know, they're at zero percent","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5811.0,5813.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1225","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"As you're cultivating the donor.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5813.0,5815.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1226","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If the donor says, yeah.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5815.0,5818.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1227","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I might get to a point where I could donate.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5818.0,5820.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1228","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't throw them in at 25%, even because what happens, and I'll explain this so you understand what the percentage does, and maybe some of you use a database like that now.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5820.0,5833.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1229","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The purpose of the percentage is that when you pull out a report.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5833.0,5837.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1230","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"CEO says, I want to see a report of gifts that might come in for the rest of this year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5837.0,5842.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1231","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you pull out that report.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5842.0,5845.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1232","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And let's say Sam wants, let's say we're cultivating Sam to be a donor of a museum","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5845.0,5850.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1233","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sam says, yeah, I can give $10,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5850.0,5853.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1234","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Potentially, but let's keep talking where Sam says, oh, I gave 10,000 to this other museum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5853.0,5859.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1235","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then you use that as your data point because you know, oh, this museum has a pretty similar mission to ours, or we do the same type of work.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5859.0,5868.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1236","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe that's the number you have in your head. You have 10,000 in your head that this person could potentially give","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5868.0,5874.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1237","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you put in that this donor is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5874.0,5877.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1238","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"has a 25% chance of giving to your organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5877.0,5881.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1239","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then you pull out that database report","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5881.0,5883.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1240","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We set it up so that 25%, so $2,500 of that 10,000,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5883.0,5889.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1241","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right. It's pulled out into that report. So when that report goes to the CEO,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5889.0,5893.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1242","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"they're seeing a percentage dollar amount of what's possible from each of the prospects in that report.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5893.0,5900.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1243","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that's why it's important. And I always advise organizations, until you have some sort of data point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5900.0,5906.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1244","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And if you have a software like iWave.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5906.0,5910.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1245","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The wealth prospecting software that can really help with that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5910.0,5915.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1246","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so now when you get to your cultivation stage and you put somebody in at 25%,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5915.0,5920.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1247","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're doing it from a place of 25% with confidence, even though 25% is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5920.0,5925.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1248","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"be really confident about that at all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5925.0,5927.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1249","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now, you get to the solicitation phase","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5927.0,5932.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1250","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You're asking because you're sure","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5932.0,5934.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1251","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"or at least 90% sure.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5934.0,5937.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1252","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that the donor can give.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5937.0,5940.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1253","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? And part of you is really, I mean, we never know, right? We never know.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5940.0,5946.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1254","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Part of you is hoping that they'll give the amount you asked for.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5946.0,5947.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1255","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But at least you know they're interested. You had the coffee, you've had the lunch, they've come to a program.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5947.0,5953.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1256","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"These are all signs. They're picking up your phone call. They're not dodging you, right? These are all signs that the donor","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5953.0,5960.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1257","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"wants to stay engaged. Maybe they volunteered for something","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5960.0,5964.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1258","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Now you've made the $10,000 ask to Sam.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5964.0,5967.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1259","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Once you've made that $10,000 ask.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5967.0,5971.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1260","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you could increase the probability","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5971.0,5973.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1261","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to 50% in the database. So now when we pull out that report next week for the CEO,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5973.0,5980.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1262","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$5,000 is going in that report as potential funds we could potentially get.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5980.0,5984.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1263","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5984.0,5986.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1264","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then the cycle goes on and on. At some point, you move them to 75 and then at some point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5986.0,5991.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1265","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"when you've closed the GIF, you close it out 100%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5991.0,5997.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1266","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that is why the percentage criteria are so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=5997.0,6001.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1267","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"critical and important.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6001.0,6003.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1268","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you know your donors, I always advise folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6003.0,6008.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1269","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you could start at 25%, or if it's a donor that was referred to you by a current donor, you could start the cultivation piece at 25% probability of giving.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6008.0,6017.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1270","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But if it's a cold prospect, let's say we don't know Sam at all.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6017.0,6021.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1271","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, you know, maybe he came to a program or maybe you just approached him at Publix or whatever.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6021.0,6028.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1272","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You don't know this person. You're just taking a chance. You reached out on LinkedIn.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6028.0,6033.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1273","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That should be at zero.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6033.0,6035.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1274","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"all the way until the solicitation phase.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6035.0,6038.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1275","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Don't go putting 25% in there because what happens is","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6038.0,6043.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1276","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"When you start pulling out those reports.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6043.0,6045.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1277","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And there's a high","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6045.0,6048.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1278","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"level of uncertainty with those percentages","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6048.0,6052.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1279","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"it's not going to be a good look, right? When you pull out that report at the end of the year for the CEO and they're like, wait, I thought there were 20 people in here.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6052.0,6059.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1280","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"who had a 50% chance of giving, what happened to them","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6059.0,6062.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1281","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You don't want to be in that predicament or in that situation. Or as a CEO, you wouldn't want","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6062.0,6068.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1282","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"to present that type of report to your board.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6068.0,6070.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1283","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So err on the side of caution with these percentages.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6070.0,6074.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1284","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"What would Whitney do?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6074.0,6076.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1285","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I wouldn't even put a percentage.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6076.0,6079.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1286","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Until I thought somebody would give at least 75%.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6079.0,6084.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1287","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I am so conservative when it comes to fundraising.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6084.0,6088.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1288","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because you'd rather you'd rather come out ahead than behind at the end of the year.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6088.0,6096.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1289","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We don't want to fool ourselves. We don't want to fool the board. We don't want to fool our CEO.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6096.0,6100.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1290","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I'd rather just not be fooled.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6100.0,6103.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1291","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If they don't have a 75% chance and 75 is…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6103.0,6109.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1292","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I had lunch with you and the donor who referred me to you is at the dinner table with us or at the lunch table with us or having coffee with us.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6109.0,6118.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1293","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So there is a…","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6118.0,6120.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1294","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Pretty high chance there your friends giving","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6120.0,6122.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1295","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They brought you along. They're taking their time. You're taking your time. You listen to your friend and actually came to sit down with me and break bread.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6122.0,6129.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1296","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"there's a probability there. You know, I've done your wealth evaluation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6129.0,6135.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1297","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"All of these things have to come into play. You can't just be, oh, we went out to lunch with the donor, but there are","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6135.0,6140.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1298","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know, you got to have your qualification rubric in place and really follow that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6140.0,6146.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1299","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Lastly, how do we determine the ask amount?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6146.0,6150.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1300","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I bet you all can guess what I'm about to say, the ask about.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6150.0,6154.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1301","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's through the building of the relationship and through doing the research. There is no other way to determine the ask amount.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6154.0,6160.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1302","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you can't look at what somebody gave to another organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6160.0,6164.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1303","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You just can't.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6164.0,6166.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1304","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe they have a family member who works there.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6166.0,6169.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1305","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Maybe their parents grew up going to that particular library.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6169.0,6173.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1306","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"right um you just you just can't look at that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6173.0,6178.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1307","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I mean, you can look at it, but you just can't really use it as a high level of certainty in terms of a data point.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6178.0,6186.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1308","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's through building relationships.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6186.0,6188.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1309","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And through qualifying","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6188.0,6190.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1310","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"looking at the wealth engines","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6190.0,6193.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1311","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"using that as a tool if you can.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6193.0,6195.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1312","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"If you don't have that as a tool.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6195.0,6197.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1313","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"having enough conversations with your donors so that you know","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6197.0,6201.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1314","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So that you know. And sometimes it just comes out. I had a conversation","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6201.0,6208.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1315","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"with a donor in a seat and my CEO","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6208.0,6211.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1316","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's about seven years ago.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6211.0,6213.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1317","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we were sitting at the table waiting for lunch to arrive.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6213.0,6217.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1318","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we had lunch in the boardroom at our organization. It wasn't at a restaurant.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6217.0,6223.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1319","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Sir, we're small talking.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6223.0,6227.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1320","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And we're talking about the school that his kids go to. His kids went to a private school.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6227.0,6232.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1321","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Ding, ding. Point number one, right? We're collecting information as we're meeting with folks, right?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6232.0,6238.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1322","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Kids went to a private school and then he dropped","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6238.0,6241.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1323","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the big bomb and said.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6241.0,6243.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1324","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Yeah, for things like private school, we don't like to pay monthly. We just pay for those outright.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6243.0,6248.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1325","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"In one lump sum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6248.0,6251.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1326","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I went back, looked up the kids private school.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6251.0,6253.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1327","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"$40,000 tuition per kid","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6253.0,6256.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1328","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"two kids, one lump sum payment.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6256.0,6259.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1329","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"We're asking you for a good amount.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6259.0,6261.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1330","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But these are all data points we got to collect.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6261.0,6264.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1331","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Right? We got to collect these data points.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6264.0,6267.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1332","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The Wealth Engine won't give me the kid's tuition.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6267.0,6271.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1333","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The wealth engine also wouldn't say that he's paying it in one lump sum.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6271.0,6275.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1334","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But I had to go back and do that research. So don't, you know, I always tell folks, don't ask prematurely because you risk","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6275.0,6282.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1335","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"losing that gift altogether.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6282.0,6284.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1336","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You ask too high, it becomes a total turnoff.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6284.0,6288.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1337","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"You ask too soon.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6288.0,6290.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1338","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"donors like you're still a stranger to me. I'm not sure why you're asking me for money.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6290.0,6295.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1339","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you ask too low.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6295.0,6297.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1340","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"They might give, but in the back of their mind, they might be thinking, they're asking me for $1,000?","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6297.0,6303.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1341","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"could have given 10,000, but maybe that's all they need","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6303.0,6306.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1342","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Or then you have your donors who will say, oh, actually, I want to give this much, right? Very few.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6306.0,6313.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1343","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"do the work and everything else becomes so much easier.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6313.0,6316.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1344","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I know we're getting ready to wrap up, but I do want to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6316.0,6323.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1345","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"let everyone know that there's a whole nother section here","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6323.0,6327.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1346","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"on sustainability that we're just not going to get into today. We want to really focus on","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6327.0,6332.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1347","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Donor cultivation.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6332.0,6335.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1348","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But the sustainability piece","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6335.0,6338.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1349","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"really, it kind of merges","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6338.0,6342.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1350","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"cultivation, stewardship.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6342.0,6344.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1351","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and helps you build a vision and an outlook","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6344.0,6348.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1352","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for your organization, for the future of your organization. So sustainability, right? Trying to really look at the future of your organization","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6348.0,6356.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1353","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And how stable we can make this organization through revenue generation, building staff capacity.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6356.0,6363.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1354","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this is just a sample model","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6363.0,6367.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1355","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"of what that could look like. You could say, look.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6367.0,6370.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1356","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And many people don't go out 10 years anymore. You know, I,","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6370.0,6373.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1357","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"did this model in 2022 for a nonprofit","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6373.0,6378.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1358","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I was working with and um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6378.0,6381.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1359","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"one of my very first clients before I formally became Absolute Impact Consulting.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6381.0,6387.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1360","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"But they wanted a 10-year growth model they wanted to see","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6387.0,6391.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1361","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"you know what that would look like, how they could map that out","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6391.0,6394.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1362","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"visually what that needed to look like and so","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6394.0,6398.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1363","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"I created this for them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6398.0,6400.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1364","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And what that could look like with a 5%, 7, 10, 14, and 19% increase","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6400.0,6405.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1365","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"year over year for their budget.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6405.0,6408.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1366","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Okay, so you can take a look at that when you have a chance","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6408.0,6412.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1367","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"It's a lot of information to kind of go through. And then we went through and also built out what their staffing could look like.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6412.0,6419.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1368","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"This was the current structure for their staffing.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6419.0,6422.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1369","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And this current structure costs $499,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6422.0,6426.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1370","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"all in salaries","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6426.0,6429.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1371","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"and benefits for the organization.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6429.0,6432.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1372","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The next year they wanted to add","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6432.0,6435.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1373","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"the director for individual giving, a manager for philanthropy.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6435.0,6439.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1374","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"So we had to","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6439.0,6441.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1375","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"sort of you know um","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6441.0,6444.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1376","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"look at the outlook on what those salaries would be across the sector. And that would then cost the department salary cost would be $641,000.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6444.0,6454.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1377","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"all in.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6454.0,6456.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1378","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"including benefits from 599.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6456.0,6459.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1379","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And so when you look at the model and your growth and sustainability in that way, and they were actually able to implement this, which was really awesome to see.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6459.0,6469.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1380","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"The ones in green are the new employees","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6469.0,6471.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1381","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And then here's year three, 2025.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6471.0,6475.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1382","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"which is this current fiscal year, so July 1, 2024","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6475.0,6478.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1383","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"through June 30th, 2025, this is what their staff is going to look like. And this is how much the staff is going to cost.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6478.0,6485.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1384","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Because you're adding on new folks, but you're also giving pay increases to others, right? So that number goes up.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6485.0,6492.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1385","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"pretty quickly. So we did that three-year outlook model for them.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6492.0,6497.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1386","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And they're on track to meet it, which is always a fulfilling thing to see.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6497.0,6501.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1387","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And some other nuggets and tidbits in here that you can use templates.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6501.0,6506.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1388","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"for your board of directors, questions to think about, guiding questions.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6506.0,6511.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1389","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"that you can take with you. And that's all I have today, folks.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6511.0,6515.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1390","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Off to my bumblebee costume.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6515.0,6519.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1391","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"Thank you so much, Whitney. Good luck with the bumblebees. And for anyone who is not registered for next week's session.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6519.0,6528.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1392","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"That's the registration link if you want to save that.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6528.0,6530.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1393","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And register.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6530.0,6532.0"},{"id":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840/transcript/72638/annotation/1394","type":"Annotation","motivation":"transcribing","body":{"type":"TextualBody","value":"And thank you again so much for your help and for this presentation, Whitney.","format":"text/plain"},"target":"https://lyrasis.aviaryplatform.com/collections/3575/collection_resources/138545/file/256840#t=6532.0,6542.0"}]}]}]}