WEBVTT - FLASHBACK - Scaling Non-Profits with Tech w/ Sevetri Wilson 0:00:00.400 --> 0:00:03.320 Well, Lucas here. So this week we are in Washington, 0:00:03.440 --> 0:00:07.880 d C. For Afro Tech Executive number three this year. Wow, 0:00:07.960 --> 0:00:11.959 we've already landed in Miami and Brooklyn in two we 0:00:12.000 --> 0:00:15.400 did l A at the end, but our third stop 0:00:15.440 --> 0:00:18.200 this year, in particular, we're in d C with our 0:00:18.280 --> 0:00:21.480 folks for the biggest executive event series of the year. 0:00:22.200 --> 0:00:24.439 And I'll mention we'll be back in l A later 0:00:24.440 --> 0:00:27.040 this year, so put a bookmark there. So while we're 0:00:27.040 --> 0:00:28.760 out on the road, I wanted to run back in 0:00:28.800 --> 0:00:31.040 the episode we did in season one with the incredible 0:00:31.040 --> 0:00:34.839 Seviti Wilson, founder and CEO at resil You and this 0:00:34.920 --> 0:00:38.480 episode is for anyone who has an interest in utilizing 0:00:38.560 --> 0:00:43.080 technology to scale their nonprofit, even if you're not super technical. 0:00:44.320 --> 0:00:46.440 To kick this one off, I asked v T about 0:00:46.440 --> 0:00:49.519 the idea that was so many nonprofits out there? What 0:00:49.640 --> 0:00:53.400 are the bottlenecks that caused nonprofits to stay small and 0:00:53.479 --> 0:00:57.800 not make an impact at scale? So interesting enough, UM, 0:00:58.360 --> 0:01:02.360 there's a report release just talking about philanthropy UM and 0:01:02.440 --> 0:01:05.319 really talking about the disparity and philanthropy and where money 0:01:05.360 --> 0:01:09.560 goes and how that money UM is just dispersed, right, UM, 0:01:09.600 --> 0:01:13.720 and so for certain nonprofits we're talking about, like nonprofits 0:01:13.840 --> 0:01:17.600 run by black and brown people, UM, there's a disparity 0:01:17.600 --> 0:01:20.440 and like them being able to access resources to grow 0:01:20.760 --> 0:01:26.240 their nonprofit organizations. UM. And particularly as we are in 0:01:26.520 --> 0:01:29.360 the age, but even in the day where we're heavily 0:01:29.400 --> 0:01:34.840 focused on uh equity and equality and UM, how we 0:01:34.880 --> 0:01:38.559 can fix the things that have just historically been wrong 0:01:39.200 --> 0:01:43.000 UM related to ensuring that people of color, particularly black 0:01:43.000 --> 0:01:46.520 people right, because we're not gonna like blanket all of 0:01:46.600 --> 0:01:50.400 us over people of color uh any longer. UH. And 0:01:50.440 --> 0:01:52.480 one of the things that the study was essentially staying 0:01:53.160 --> 0:01:56.520 UM and this is by Eco Green and Bristband, is 0:01:56.560 --> 0:02:00.440 that a lot of times nonprop organizations one don't have 0:02:00.560 --> 0:02:04.880 access to the rollodex of organizations that can give them 0:02:04.960 --> 0:02:07.920 resources UM once they get to table, if they ever 0:02:07.960 --> 0:02:11.880 get to the table, UM, then they don't have the 0:02:11.960 --> 0:02:16.320 right tools resources are able to essentially display the information 0:02:16.360 --> 0:02:19.080 the way funders want it, right. And so they're at 0:02:19.080 --> 0:02:21.640 a disadvantage that way. And what it takes to do 0:02:22.160 --> 0:02:25.639 that type of data UM, type of analytics to pull 0:02:25.760 --> 0:02:28.240 those type of reports takes a lot of time and 0:02:28.240 --> 0:02:30.160 money which they don't have because they're on the ground 0:02:30.200 --> 0:02:33.440 working every day in and out of their nonproper organizations. UM. 0:02:33.520 --> 0:02:38.120 And so we think about how nonprofits are just like 0:02:38.240 --> 0:02:41.359 less resource like that's one of the biggest hindrances that's 0:02:41.400 --> 0:02:45.440 holding organizations back from growing. UM. And then also, how 0:02:45.440 --> 0:02:49.480 do you move beyond just being a nonprofit leader but 0:02:49.600 --> 0:02:51.960 thinking of yours yourself as like a business leader like 0:02:52.080 --> 0:02:55.320 you are you this organization is incorporated. You should be 0:02:55.360 --> 0:02:58.120 thinking about like a business. You should operate like a business. UM. 0:02:58.160 --> 0:03:00.639 How do you move from just taking on funding? How 0:03:00.639 --> 0:03:03.880 do you begin to diversify into services? Um? And So 0:03:04.000 --> 0:03:05.560 these are definitely I could go on and on, but 0:03:05.600 --> 0:03:08.000 I would kind of wrap it up there. We can 0:03:08.040 --> 0:03:10.680 definitely continue to talk about what are like the blocks 0:03:10.720 --> 0:03:14.000 for nonprop organizations. Yeah, I think about UM. I live 0:03:14.080 --> 0:03:16.640 in a place where we and where at my city 0:03:16.680 --> 0:03:20.080 we have more nonprofits per capita than anywhere else in 0:03:20.080 --> 0:03:24.040 the country, right, which tells me we're stepping on all 0:03:24.080 --> 0:03:28.200 of our toes. Yeah, and UM, do you think we 0:03:28.320 --> 0:03:33.520 consider collaboration at the level we should? UM? Because I mean, 0:03:33.560 --> 0:03:37.480 you get it, with territorial the pies aren't as big 0:03:37.600 --> 0:03:40.119 for you know, people to be able to fund these 0:03:40.160 --> 0:03:42.160 efforts in etcetera, Like, how do you think so we 0:03:42.200 --> 0:03:44.480 can't so we can't belong to each other? How do 0:03:44.600 --> 0:03:48.160 you think about when you see nonprofits who that just 0:03:48.200 --> 0:03:51.360 pop up because somebody's passionate about something? Um? How do 0:03:51.440 --> 0:03:54.840 you process that? Yes? Um, even with the side of 0:03:54.840 --> 0:04:00.440 our software, we're always trying to benchmark for um. Does 0:04:00.640 --> 0:04:06.360 this organization need to exist? Right? Um? And even as 0:04:06.400 --> 0:04:11.080 a consultant like many moons ago working with nonproper organizations UM, 0:04:11.120 --> 0:04:12.280 and people used to come to me like, oh, I 0:04:12.360 --> 0:04:15.440 want to start this organization U. First, I always act 0:04:15.520 --> 0:04:18.920 like this organization like this exists in your community art 0:04:19.560 --> 0:04:23.560 and they're like, yeah, but have you volunteered yet? If 0:04:23.640 --> 0:04:27.840 you spoke to the organizational leader yet, have you see 0:04:28.080 --> 0:04:32.799 have you had a conversation with them yet to understand 0:04:32.800 --> 0:04:36.400 like what are your challenges? Um? And if I don't 0:04:36.400 --> 0:04:40.840 feel like you're effecting my community, do you have the bandwidth? Um? 0:04:40.920 --> 0:04:42.360 And you should be could you probably started to move 0:04:42.440 --> 0:04:45.400 non profit to help them get to where they're trying 0:04:45.440 --> 0:04:48.880 to go without being the founder of CEO of it right? Um? 0:04:49.080 --> 0:04:52.360 And So I'm a big believer of trying to bring 0:04:53.240 --> 0:04:58.560 organizations together and even UM have seen situations where large 0:04:58.600 --> 0:05:01.480 funders would look atorganizations that they were funding and they're like, 0:05:01.560 --> 0:05:03.479 you were basically doing the same work. If you guys 0:05:03.560 --> 0:05:09.400 actually came together, UH meaning like formed right UM together, 0:05:09.880 --> 0:05:12.320 we would give you more money and we think you'd 0:05:12.360 --> 0:05:15.160 be more effective. UM. But of course what comes in 0:05:15.440 --> 0:05:17.360 a way with that, right, so a little bit of 0:05:17.480 --> 0:05:21.600 like pride and ego, Uh, who's gonna run the organization? 0:05:21.680 --> 0:05:25.240 Wor world or I you know, get are my issues 0:05:25.360 --> 0:05:28.600 gonna be UM heard? And so there are a lot 0:05:28.640 --> 0:05:32.040 of barriers to that UM. But you know, we know 0:05:32.200 --> 0:05:34.680 because we've been punching those forever UM. Not just in 0:05:34.800 --> 0:05:38.320 your community, but we've seen a four x increase of 0:05:38.360 --> 0:05:42.560 nonprop organizations over the past uh teamed years UM, not 0:05:42.680 --> 0:05:45.160 only and counting across the world. And so we know 0:05:45.320 --> 0:05:48.120 there's a lot of reasons for this UM, not just 0:05:48.320 --> 0:05:51.520 like the Googles in our community that want to create 0:05:51.600 --> 0:05:53.720 no prop organizations, but there are a lot of as 0:05:53.760 --> 0:05:57.760 we consider like legacy foundations being created UM. And so 0:05:58.200 --> 0:06:01.320 with that that there's morgan there's been created, there's also 0:06:01.440 --> 0:06:05.560 more philanthropic dollars being deployed than we've ever seen before. 0:06:05.760 --> 0:06:08.200 And so that could also be a reason, right that 0:06:08.640 --> 0:06:11.920 these organizations are forming to actually go after some of 0:06:12.000 --> 0:06:13.760 these new funds that are coming out, which is the 0:06:13.800 --> 0:06:17.480 case of COVID nineteen um and is also the case 0:06:17.600 --> 0:06:23.360 now with saving Black lives right. Right, So, how how 0:06:23.520 --> 0:06:29.520 do you inspire or help people who are passionate about 0:06:29.600 --> 0:06:32.720 a thing get the business side under them. Because I 0:06:32.800 --> 0:06:36.320 think about um too often when we think about impact 0:06:36.360 --> 0:06:38.840 and being passionate about a particular issue, whether it be 0:06:39.279 --> 0:06:43.760 social justice, whether it be COVID, the product or the 0:06:43.920 --> 0:06:46.720 offering maybe lacking. You know, we we have so much heart, 0:06:46.760 --> 0:06:50.080 but so little business sophistication in too many instances, not 0:06:50.200 --> 0:06:54.120 every instance, but in too many instances. So talk talk 0:06:54.160 --> 0:06:57.120 a little bit about what you those folks who you ask, 0:06:57.480 --> 0:06:59.680 you know, does this already exist in your community or 0:06:59.720 --> 0:07:04.400 have you volunteer there? How do you, you know, advise 0:07:04.520 --> 0:07:08.280 them to not only you know, pump the brakes a 0:07:08.360 --> 0:07:12.360 little bit, but get that work done in the right way. Yeah. 0:07:13.240 --> 0:07:17.640 The same things that set back, hold back, keep down 0:07:17.760 --> 0:07:21.000 nonprofits are the same things that hold back, setback, keep 0:07:21.080 --> 0:07:24.560 down us from building businesses as well, right, um, And 0:07:24.720 --> 0:07:29.720 so I think that many many of those things I've 0:07:29.760 --> 0:07:32.640 obviously worked with a lot of BIS small business owners 0:07:32.840 --> 0:07:34.760 to help them get there ups off the ground. I've 0:07:34.760 --> 0:07:36.520 worked with a lot of nonprofits to get them to 0:07:36.520 --> 0:07:38.560 get their organizations off the ground. And I tell you 0:07:38.640 --> 0:07:43.000 there's so many parallels that run between the two. UM. 0:07:43.280 --> 0:07:47.320 But yeah, and it really is, it's so very similar UM. 0:07:47.520 --> 0:07:51.080 And so for nonprofits, it's always about what are you 0:07:51.120 --> 0:07:54.800 gonna focus on, right, So what can you get really 0:07:54.920 --> 0:07:57.080 good at? What People are like, oh, we go to 0:07:57.400 --> 0:08:01.360 them for this, And I think that just our nature 0:08:01.800 --> 0:08:04.400 we want to help everybody and be everything and everybody, 0:08:04.800 --> 0:08:07.840 and we can't be that way if we want to 0:08:07.960 --> 0:08:11.160 get things done, and if we want to grow our organizations, 0:08:11.480 --> 0:08:13.720 we have to figure out, like what is that thing 0:08:14.200 --> 0:08:16.960 that we really we might care about a lot of things, 0:08:17.000 --> 0:08:19.480 we got to really hone down that one thing that's 0:08:19.480 --> 0:08:22.640 gonna allow us, UM to be able to not only 0:08:23.400 --> 0:08:27.760 gain the expertise right around, but to also gather support 0:08:27.840 --> 0:08:30.320 around so that that one thing people are like, oh, 0:08:30.680 --> 0:08:33.040 I got that person for you. UM. And even when 0:08:33.040 --> 0:08:36.360 we talk about resources, because generally speaking we look get funders, 0:08:36.559 --> 0:08:38.920 they are looking at their trying to put together pieces 0:08:39.000 --> 0:08:41.400 too right, And so it was like, what piece are 0:08:41.440 --> 0:08:45.360 you solving for that's going to make this equation come together? UM? 0:08:45.559 --> 0:08:48.640 And you don't. And because you are strapped for resources, 0:08:49.120 --> 0:08:50.640 you probably don't want to go out there talking about 0:08:50.640 --> 0:08:53.360 you solve all these others. They're like, well how because 0:08:53.400 --> 0:08:55.679 you only got a budget of twenty dollars a year, 0:08:55.720 --> 0:08:59.920 so you can't yourself all these things all that at up. 0:09:00.080 --> 0:09:04.880 Let's math that up. So really trying to get organizations 0:09:05.040 --> 0:09:07.599 like focused in and I deal it on, like what 0:09:07.800 --> 0:09:11.559 can you solve and be the best at UM at 0:09:11.679 --> 0:09:14.520 doing UM? And then how can you begin to look 0:09:14.640 --> 0:09:19.880 at individuals that support that specific cause or create ambassadors 0:09:20.360 --> 0:09:23.040 UM and champions of that cause because it's attached to 0:09:23.120 --> 0:09:26.240 things that other people believe about UM and so there 0:09:26.440 --> 0:09:28.520 is so many parallels man to like it's being like 0:09:28.600 --> 0:09:33.240 a founder. Uh, it is the same, right. Yeah. So 0:09:33.520 --> 0:09:36.560 if if I can condense what you said into a nutshell, 0:09:36.600 --> 0:09:39.760 I'm gonna ask you, this is what you're saying, UM, 0:09:40.320 --> 0:09:43.560 that I should really just get really really really good 0:09:43.679 --> 0:09:49.120 at one thing or this narrow vertical yeah, and then 0:09:49.640 --> 0:09:53.280 bring it in, bringing in, bring it in, right? And 0:09:53.440 --> 0:09:57.280 with that does that cause me to have more success? Ultimately, 0:09:57.320 --> 0:09:59.320 because that's I think what people don't see is they 0:09:59.360 --> 0:10:00.959 see if what if I only do this one thing, 0:10:01.559 --> 0:10:04.400 then how am I gonna get bigger? Yes? And the 0:10:04.480 --> 0:10:06.120 thing is it's like it's once you do that thing 0:10:06.320 --> 0:10:10.800 very well, then you can branch out and do other things. Right, um, 0:10:11.160 --> 0:10:14.320 And you're right about that, but I do. I mean, 0:10:14.440 --> 0:10:18.600 such a good example is like what's happening in Minneapolis 0:10:18.720 --> 0:10:23.400 right now, right in Minnesota, UM and in Minnesota and 0:10:23.480 --> 0:10:28.199 just like framing around UM the murder of George Floyd. UM, 0:10:28.679 --> 0:10:32.360 people started to get into the Minnesota UM Fun, right, 0:10:32.440 --> 0:10:34.719 and so everybody was giving to the Minnesota Fun. And 0:10:34.840 --> 0:10:36.640 when we go to the website, I was kind of 0:10:36.720 --> 0:10:38.319 like I gave him to him too, you know. I 0:10:38.440 --> 0:10:41.200 was like, oh, boom, we gotta place we go get into. 0:10:41.280 --> 0:10:44.480 That's what we're gonna get someone in message. It was like, 0:10:44.559 --> 0:10:46.400 well you need to give to the black lead organizations. 0:10:46.440 --> 0:10:48.600 I was like, thing, wait, let me go look at 0:10:48.600 --> 0:10:50.439 the website and I looked. I was like, oh no, 0:10:51.000 --> 0:10:53.760 like that's the people like what was black And I 0:10:53.840 --> 0:10:55.599 was like, I'm giving money to these people will go 0:10:55.679 --> 0:10:57.240 help black people and they don't have black people their 0:10:57.240 --> 0:11:00.120 regulation and so I was like, okay, now that for 0:11:00.160 --> 0:11:04.520 other organizations. But then I double back and I realized that, Okay, 0:11:04.760 --> 0:11:07.640 let me see what they're doing. So they were essentially 0:11:08.360 --> 0:11:11.760 um targeting cash bail and bill bond, so they were 0:11:11.760 --> 0:11:14.079 trying to eradicate that, like that was their mission. So 0:11:14.840 --> 0:11:18.040 from Jump, immediately I knew that the money that we 0:11:18.120 --> 0:11:22.320 were giving wasn't going to just go back to the protesters, 0:11:22.760 --> 0:11:25.440 you know, who were out there, although some of it would, 0:11:25.760 --> 0:11:29.400 but they raised so much money that now they're going 0:11:29.520 --> 0:11:33.839 to enter should be able to eradicate cash bail in there. 0:11:34.360 --> 0:11:36.800 I think that's crazy to me, right, So they they're 0:11:36.800 --> 0:11:40.240 gonna eradicated. However, they raised so much money that they 0:11:40.320 --> 0:11:43.760 said that started giving to these other organizations. This specific 0:11:43.880 --> 0:11:47.840 organization is looking to defund the police, This specific organization 0:11:48.240 --> 0:11:51.520 is working on the ground, specifically helping with housing, this 0:11:51.559 --> 0:11:55.959 specific you know, these are organizations where I'm like, Okay, yes, 0:11:56.400 --> 0:11:59.800 we want to get protesters out of jail boom, we 0:12:00.160 --> 0:12:03.560 need to fund boot you know. And so it's becomes 0:12:03.720 --> 0:12:08.719 very clear because of their mission. So whose responsibility is 0:12:08.800 --> 0:12:11.040 it then? Because you know, I think about when the 0:12:11.240 --> 0:12:16.520 social um uprisings occur you'll see this proliferation of messages 0:12:16.559 --> 0:12:18.400 on social media on who you should be giving to, 0:12:18.880 --> 0:12:22.479 right and so so to your point, like, whose responsibility 0:12:22.640 --> 0:12:25.960 is it to make sure that that is clearly defined 0:12:26.120 --> 0:12:28.720 for the end user who's just wants to give fifty 0:12:28.720 --> 0:12:31.199 dollars or a hundred dollars or a thousand dollars in 0:12:31.240 --> 0:12:35.839 an organization, Because can we expect the consumer or the 0:12:36.200 --> 0:12:40.280 donator or the that benevolent person to go do all 0:12:40.320 --> 0:12:44.800 that research? That's a vegtuable Well, I do think that 0:12:45.720 --> 0:12:47.400 we do got to do a little bit better on 0:12:49.280 --> 0:12:53.679 for sure. UM. And then also I think that you 0:12:53.760 --> 0:12:57.199 know someone inside the community, right, and so that that's 0:12:57.240 --> 0:12:59.880 how I've foune about all the other funds. It's but 0:13:00.040 --> 0:13:03.640 has someone from that community said, oh, here are some 0:13:03.760 --> 0:13:06.559 other funds that are like black lead. UM. I do 0:13:06.760 --> 0:13:10.800 think that there's an opportunity to vet organizations and maybe 0:13:10.840 --> 0:13:13.160 that somebody you know who's listening, they're like, Oh, this 0:13:13.200 --> 0:13:14.679 is what I'm gonna do. I'm gonna actually create a 0:13:14.720 --> 0:13:18.800 platform and UM. And so that's why I was like, dang, 0:13:18.840 --> 0:13:21.439 I should have like did more. I should have went 0:13:21.440 --> 0:13:23.400 to the website. I should have looked at UM the 0:13:23.480 --> 0:13:25.800 people that have associated with it. If you want to 0:13:25.840 --> 0:13:27.920 take it a little bit further than you can go 0:13:28.120 --> 0:13:30.440 to like Candice's website and do with search of them. 0:13:30.640 --> 0:13:32.920 But the only problem when you start really doing that 0:13:33.160 --> 0:13:35.960 is that you begin to exclude black organizations who again 0:13:36.360 --> 0:13:38.520 going back to maybe they don't have the data points, 0:13:38.559 --> 0:13:41.679 maybe they don't have information into these platforms. It doesn't 0:13:41.679 --> 0:13:43.120 mean that they're not doing the work and they can't 0:13:43.120 --> 0:13:44.800 get the work done, And so you have to be 0:13:44.920 --> 0:13:48.720 like really careful and mindful of trying to like vet 0:13:49.440 --> 0:13:54.439 organizations as well. Um, but I do feel that, you know, 0:13:54.720 --> 0:13:56.720 you go looking to commune, you come to New Orleans 0:13:57.400 --> 0:14:01.360 and we'll let you know who to get who you 0:14:01.440 --> 0:14:03.559 know who are really doing what they're supposed to do 0:14:03.640 --> 0:14:06.280 with the money. Yeah, so I think about you know, 0:14:06.440 --> 0:14:10.480 you're solving um, a lot of issues for I would 0:14:11.480 --> 0:14:13.960 and Layman's terms like a lot of back office issues 0:14:14.080 --> 0:14:17.079 for nonprofits. Is that ad a quick statement? Yeah, for 0:14:17.200 --> 0:14:22.120 nonprofits and for as we consider our enterprise customers. So, um, 0:14:22.520 --> 0:14:24.520 we work with OXYDA in America, we work through a 0:14:24.600 --> 0:14:28.080 United Way and so we essentially are too like the 0:14:28.200 --> 0:14:31.760 one app connector between the nonprofit or grantee, because it 0:14:31.760 --> 0:14:33.480 doesn't have to be a nonprofit. It can also be 0:14:33.760 --> 0:14:36.640 a vendor, which can be a for profit UM to 0:14:37.080 --> 0:14:40.120 the Grand Tour or that entity that's deploying capital. So 0:14:40.200 --> 0:14:42.720 if you're a city of prior foundation of corporation, we 0:14:42.840 --> 0:14:46.040 work with them all UM and so we essentially manage 0:14:46.120 --> 0:14:50.120 that process of how they give money to organizations or 0:14:50.200 --> 0:14:53.440 vendors who essentially do the work right because these fundations 0:14:53.440 --> 0:14:55.240 they're not actually doing them really, you know, they're not 0:14:55.320 --> 0:14:58.120 on the ground doing the work. They're funding organizations and 0:14:58.240 --> 0:15:01.360 vendors to do the work UM, and our platform essentially 0:15:01.760 --> 0:15:05.400 is that connected tissue between both where not only we're 0:15:05.440 --> 0:15:07.880 monitoring information that's coming in the data around it, we're 0:15:07.920 --> 0:15:10.920 doing the reporting and evaluations, and then we're also on 0:15:11.000 --> 0:15:14.520 the nonprofit side provided them with capacity building tools and 0:15:14.600 --> 0:15:17.920 technical assistance so that they can be better stores are 0:15:17.960 --> 0:15:21.080 not only the money, but also better stores of how 0:15:21.240 --> 0:15:24.480 they run their organizations UM as well as how they 0:15:24.560 --> 0:15:27.640 train their team members. We essentially have draftedly reduced what 0:15:27.840 --> 0:15:31.280 we were doing as consultants and productized it right. And 0:15:31.360 --> 0:15:33.440 so we took everything that we were doing as consultants 0:15:34.000 --> 0:15:37.360 for these large grant tours and these grantees and these nonprofits, 0:15:37.520 --> 0:15:40.320 and we began to productize it into software and deliver 0:15:40.360 --> 0:15:42.920 it through a subscription based platform. That's what we do. Yeah. 0:15:43.240 --> 0:15:46.000 So I'm super interested in your take on this thing 0:15:46.040 --> 0:15:49.360 because I think about, um, the importance of wealth in 0:15:49.440 --> 0:15:54.760 our community, and the I find with my you know, 0:15:55.040 --> 0:15:59.680 in context to you, my uneducated, right UM perspective on 0:15:59.800 --> 0:16:03.680 this is at some point we have to move past 0:16:03.920 --> 0:16:07.000 waiting for someone to write us a check for our 0:16:07.080 --> 0:16:10.920 good work because they may feel like, oh again to 0:16:11.040 --> 0:16:13.240 your point, like, you know, who's doing good work, let 0:16:13.280 --> 0:16:15.920 me give them some money, And you have the person 0:16:16.000 --> 0:16:17.840 who's trying to do the good work always with their 0:16:17.920 --> 0:16:19.600 hand out, always what they had in their hand, like, 0:16:19.640 --> 0:16:24.040 you know, trying to raise money somewhere. And how can 0:16:24.160 --> 0:16:29.080 we think about other ways to support and put fuel 0:16:29.120 --> 0:16:31.480 in the tank for our good work or is it 0:16:31.560 --> 0:16:35.320 could be going to be value exchanged? Yes, for sure, 0:16:35.440 --> 0:16:39.160 I think that, um, there is value exchange for particularly 0:16:39.240 --> 0:16:42.880 like nonprofits. UM. Most people think that most nonprofits their 0:16:42.920 --> 0:16:46.640 money comes from like product foundations and corporations and um, 0:16:47.600 --> 0:16:50.720 you know, these other philanthropic resources. But that's not the case. 0:16:50.800 --> 0:16:54.120 The majority of most nonprofits, their money is coming from 0:16:54.280 --> 0:16:59.400 contracts um services are from individuals. And so I think 0:16:59.480 --> 0:17:02.600 that that's like a MythBuster, right because most people think 0:17:02.680 --> 0:17:05.960 like philanthrothy is controlling which to start to start to 0:17:06.000 --> 0:17:09.240 sit they are because they can also entirely fun and 0:17:09.320 --> 0:17:11.840 nonprofit right to do their work, to do the work 0:17:11.880 --> 0:17:14.879 that they want them to do. But most nonprofits in 0:17:14.960 --> 0:17:18.480 the US at least actually don't sustain themselves off philanthrophic 0:17:18.800 --> 0:17:23.320 dollars um and so that's a very important to like note. 0:17:23.560 --> 0:17:25.679 But like one of the things even with our software, 0:17:26.040 --> 0:17:28.720 what we want to do is since we own both 0:17:28.760 --> 0:17:32.159 relationships the Grand Tour and the grantee, more organizations that 0:17:32.240 --> 0:17:35.639 come into our platform, we want to essentially begin recommending 0:17:35.720 --> 0:17:38.240 them to our the Grand Tours because we know they're 0:17:38.240 --> 0:17:40.359 giving history, we know the type of organizations they like 0:17:40.440 --> 0:17:43.520 to give to the causes, etcetera. And we can essentially 0:17:43.560 --> 0:17:45.600 take organizations that would never get opportunity to get in 0:17:45.680 --> 0:17:49.159 front of them and essentially scout on their behalf right um, 0:17:49.400 --> 0:17:51.600 by just knowing their data. And so by doing that 0:17:51.640 --> 0:17:54.080 we're able to remove the biases that have prevented these 0:17:54.119 --> 0:17:56.760 organizations from getting in front of these other dollars for 0:17:56.760 --> 0:17:59.280 a very long time. And that's not just philanthropy, but 0:17:59.320 --> 0:18:02.560 that's government meant right, because we UM our customers are 0:18:02.600 --> 0:18:06.359 also government UM corporations, uh and so on. So when 0:18:06.400 --> 0:18:09.879 we think about that UM, it's about like diversifying UM. 0:18:09.920 --> 0:18:14.160 And so like one of my UM customers, like Metromorphosis, 0:18:14.440 --> 0:18:16.479 when we first came in contact with them, they were 0:18:16.520 --> 0:18:18.520 doing me like two hundred and fifty thousand dollars a 0:18:18.640 --> 0:18:21.520 year in natural and annual budget. They had like one 0:18:21.600 --> 0:18:24.879 full time person a contracted person UM and today they 0:18:24.960 --> 0:18:28.520 have like a full suite of team fast forward. They're 0:18:28.560 --> 0:18:31.600 doing a budget about one point eight million UM, and 0:18:31.920 --> 0:18:33.920 we allow them to get there that they started going 0:18:33.960 --> 0:18:37.600 after city contracts, right, and so they went after the 0:18:38.600 --> 0:18:42.800 DV which is essentially a set aside that says like 0:18:42.920 --> 0:18:46.800 thirty percent of this opportunity of this large billion dollar 0:18:46.880 --> 0:18:49.439 project has to go to minority businesses, and they went 0:18:49.480 --> 0:18:53.399 after that contract and so they essentially are overseeing that 0:18:53.760 --> 0:18:57.800 deployment and where that money goes. And so now they're like, Okay, 0:18:57.960 --> 0:19:00.040 now they're going at the more government contracts and a 0:19:00.119 --> 0:19:02.600 non profit and they're going to ask the government contracts 0:19:02.640 --> 0:19:05.160 in the same way, business will be going after those contracts, 0:19:06.000 --> 0:19:08.080 and they got more power because they got the community. 0:19:08.359 --> 0:19:10.000 And so somebody like, oh, who do we may we're 0:19:10.000 --> 0:19:12.600 gonna physical part of all the resources, and so nonprofits 0:19:12.640 --> 0:19:14.720 could win like that when they started thinking like that. 0:19:15.440 --> 0:19:18.760 But I do think that we're coming into a different 0:19:18.880 --> 0:19:22.920 age of corporate giving, um, where people are beginning to 0:19:23.240 --> 0:19:25.600 hire people that are a little bit more in tune 0:19:25.800 --> 0:19:30.080 right uh to trying to make an impact. Um. In 0:19:30.160 --> 0:19:34.840 addition to that, I do feel that, um, we know, 0:19:35.119 --> 0:19:37.520 we know when people be instanced, you just not hear 0:19:37.520 --> 0:19:40.680 about stuff. We're like, all right, get there girl here. 0:19:41.640 --> 0:19:44.840 I've been very critical like Gucci, right, Gucci, they been 0:19:44.920 --> 0:19:47.800 the back people and then they was like BOI million 0:19:47.880 --> 0:19:53.800 dollars like the owners a Gucci, I think behind almost 0:19:54.160 --> 0:19:56.760 and it's just like, that's the insult to my intelligence. 0:19:57.520 --> 0:19:58.920 You're now like, that's just been ins off to my 0:19:58.960 --> 0:20:04.480 intelligence right there. But you know, there are other institutions 0:20:04.520 --> 0:20:06.280 like you will say like a j people organ Chase 0:20:06.440 --> 0:20:10.880 right where they have essentially deployed billions at this point, um, 0:20:11.119 --> 0:20:13.320 And people will say Jack Morgan Chase, like, oh, we 0:20:13.400 --> 0:20:17.040 don't like this site for corporate philanthropy because they're essentially 0:20:17.520 --> 0:20:22.400 disrupting where some people would say, um, and they're rebuilding 0:20:22.600 --> 0:20:28.200 and redesigning, say black cities like Detroit, And so what 0:20:28.320 --> 0:20:30.520 do we feel about that? Right? Are we paying attention? 0:20:30.720 --> 0:20:32.840 Like are we really paying attention to what's going on 0:20:33.320 --> 0:20:37.560 and who's involved? Now? I will say, um on JP Morgan, 0:20:38.040 --> 0:20:40.159 um for if you look at their team in Detroit, 0:20:40.440 --> 0:20:42.440 very like it's a lot of black people there, but 0:20:42.720 --> 0:20:45.600 also holding black people accountable for doing things with black people, 0:20:45.960 --> 0:20:49.520 right and um, being sincere about that is important. Um. 0:20:49.640 --> 0:20:53.080 But you do see corporations now who are really putting 0:20:53.119 --> 0:20:56.359 a huge steak into not just like oh we're gonna 0:20:56.400 --> 0:20:58.760 give here, We're gotta give these organizations, but they're trying 0:20:58.800 --> 0:21:06.760 to actually transform um um entire um consider like sectors, um, communities, cities, 0:21:06.880 --> 0:21:09.639 and so we also have to be very mindful of 0:21:09.760 --> 0:21:15.840 what that means go So not just for nonprofits, but 0:21:16.280 --> 0:21:19.520 do you have a proficiency in helping people figure out 0:21:19.560 --> 0:21:22.920 how to charge for their stuff their value? Right? And 0:21:23.040 --> 0:21:26.959 so I would imagine that most entrepreneurs will look at 0:21:27.000 --> 0:21:29.720 the landscape of the market and say, Okay, what is 0:21:29.800 --> 0:21:33.800 the closest person to what I'm doing charging and let 0:21:33.840 --> 0:21:36.320 me base my price upon that. Like, is that in 0:21:36.480 --> 0:21:40.800 your mind the best way to go about this? So 0:21:41.119 --> 0:21:44.920 I think that that is like the easiest way to 0:21:45.000 --> 0:21:48.080 go about it, um, but it might not be what's 0:21:48.119 --> 0:21:51.840 best for your work right UM. And so I do 0:21:52.040 --> 0:21:55.520 think that we have a problem with like pricing in general, 0:21:56.040 --> 0:21:59.680 UM in a way that it actually takes us under 0:22:00.560 --> 0:22:03.440 And so I think that when we think about pricing, 0:22:04.000 --> 0:22:08.679 it's from an organizational standpoint, it's like, can you also, 0:22:09.160 --> 0:22:12.120 you know, make a living? Can you get the work done? 0:22:12.160 --> 0:22:16.520 Can you hire people? Um effectively? When you scope out 0:22:16.800 --> 0:22:22.840 your entire budget, you know, is it actually related to um, 0:22:22.960 --> 0:22:26.320 your demographics, who you're serving, um, the additional need that 0:22:26.480 --> 0:22:29.159 may exist around them, right. And so I think you 0:22:29.240 --> 0:22:32.680 have to take into consideration all the complexities that may 0:22:32.760 --> 0:22:35.919 impact your price that may not impact the person across 0:22:35.960 --> 0:22:40.080 from use price. So when when you say I'm going 0:22:40.160 --> 0:22:44.520 to charge X, and it's probably more money than a 0:22:44.600 --> 0:22:46.879 lot of people may be comfortable with charging for something, 0:22:47.320 --> 0:22:50.199 how do how do you get over the internal like, oh, 0:22:50.320 --> 0:22:52.680 how do I put this number in front of folks? Well, 0:22:53.760 --> 0:22:58.480