One of the biggest mistakes of my consulting career is this:
I didn’t charge more for my services in my first years of consulting. Sometimes, I didn’t charge at all.
I charged very little for my consulting and contract work when I was younger because I was trying to prove myself, and thought that the “exposure” would lead to more high-paid gigs.
As years passed, nonprofits, including several very large ones that paid their executive directors in the triple digits, would tell me how strapped for cash they were, how it was impossible for them to pay me anything but an honorarium (which they often noted many past consultants donated back to the nonprofit), if they paid anything at all. And I believed them. Then I would find out that they paid another consultant, someone from the corporate sector – and, often, a man – much more than me.
I was an employee for a nonprofit a few years back, and I spent a weekend – hours and hours – editing videos from various events into videos that showed how great a particular program of the nonprofit was. To this day, I think they are some of my best work. Later, I found videos from years before that a private consultant had done, and they were largely unusable: the sound was horrible and they weren’t edited at all. And I found out that, for the same amount of work that I had done, he’d been paid thousands of dollars.
By not charging what I should have, I devalued my work. I reinforced the idea that nonprofit employees and consultants don’t deserve competitive wages, because our work isn’t as important or as worthwhile as work in the corporate world. I contributed to a negative stereotype that affects professionals to this day.
If you are a consultant in the nonprofit world, or looking for contract work, here is my advice: don’t give nonprofits a special rate that devalues your services. Find out what people that do that kind of work charge in the for-profit or corporate world, and if you want, knock 10% off of it for nonprofits, but don’t offer deep discounts to nonprofits, especially those that have paid staff. And remember to charge for ALL of your time, including travel time and preparation time!
Nonprofits, if you need consultant or contract help, write a funding proposal for such and talk to your corporate donors. Remind them that nonprofit staff do not get discounts on their home mortgages or rent, their health care, their child care, their children’s university educations, gas for their car, etc. Remind them that if they want nonprofits to behave more like businesses, it means paying competitive wages.
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Articles are everywhere saying nonprofits and government programs have seen a severe drop in volunteers since the start of the pandemic. Many imply that a growing number of people don’t want to volunteer and that’s fueling the drop in volunteer numbers.
It’s absolutely true that there’s been a drop in the number of volunteers at many organizations all over the world, not just in the USA. But the implication that people, especially people under 50, don’t want to volunteer is BOLLOCKS.
This drop in volunteer numbers has been coming on for a long while, but the pandemic sped things up. So many nonprofits have been seeing their volunteers get older and older, even dying off, but new, younger volunteers not replacing those that leave. Why?
Spend a week on Reddit, especially the volunteer subreddit, and you will see young people repeatedly posting messages that they want to volunteer, but don’t know where to look, or don’t know what’s available, or don’t know how to express interest, or have been trying and not getting responses to their applications. Many don’t know how volunteering really works – they ask if volunteers get paid, or are shocked that they have to go through training for certain roles. Most seem to think nonprofits do work that anyone that just walks through the door can do, right away.
There’s also a change in what volunteers want. Many don’t just want to do work for free for you; they want to feel like they are making a difference, or they want to have an interesting experience, or they want to develop skills for their career, or they want to have fun. None of those are bad reasons to volunteer. And the pandemic has changed how people value time and personal interactions: they now have a much lower tolerance for having their time wasted. One of the things I keep hearing is that people now want experiences, not things – that includes meaningful, enjoyable volunteering.
One of the most popular blogs I have ever written is Diagnosing the causes of volunteer recruitment problems. If you have seen a drop in the number of volunteers you involve, you need to go read it. And as I say in that blog:
What worked to recruit volunteers 30 years ago doesn’t work now; if you are having trouble recruiting volunteers, it’s overdue for you to take a hard, in-depth look at both how you recruit, what your in-take process is like, and the volunteer opportunities you have available.
No more but we’ve always done it this way. STOP IT! Times have changed. AND they will keep changing. Either change how you talk about volunteers, support volunteers, engage volunteers and recruit volunteers or stop complaining!
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I believe that everyone that works at a nonprofit, whether they are the Executive Director or the janitor, is seen as a communicator on behalf of that nonprofit. People are going to ask any employee or volunteer at a nonprofit a question about what that nonprofit does and why, and the person asked needs to be able to give at least a short, accurate description and then direct the person to the appropriate staff person (that person’s phone number or email) to get more info.
Too often, I see a disconnect between non-profit staff and the staff that work with clients and funders regarding what the nonprofit does and why. For instance, an IT staff member once came into my office at the United Nations program where I worked and said, “What does this UN program do? I don’t think I really understand.” And the more I talked with him, the more I realized he had NO idea not only what our program did, but what the UN really does.
I have seen and heard non-program employees and volunteers making unfortunate, even inaccurate, statements about the issues a nonprofit is trying to address – among themselves, to their family, on their own social media, to friends, to someone who they are interacting with as part of their job, etc. The consequences are REAL: they have now created misinformed members of the community, and these people will, in turn, talk to others. Maybe they won’t donate money or volunteer as a result – and will discourage others from doing so.
I would love to read any blogs or articles about how to address such a disconnect within an organization where some employees and volunteers don’t have a clear idea of what the nonprofit they work for does, why that is the mission, etc. I’d like to read blogs and articles that also have a strong argument for why ensuring all staff understand such is vital. For instance, why do frontline employees and volunteers at a thrift store that funds a nonprofit addressing poverty, job training, addiction, etc. need to understand where other funding comes from, how services are delivered, etc.? How do you get senior staff on board with making sure all staff and volunteers see that video you just shared with donors about the great work of the nonprofit, for instance?
If you know of such, please drop them in the comments.
One of the things that differentiates me from other consultants and trainers regarding volunteer engagement is that I don’t just read and research and present: I also manage volunteers and I regularly volunteer myself. So much of my training advice, web pages and blogs have come from these first-hand volunteering experiences.
Every volunteer has a different “want” out of a volunteering gig, to make it worthwhile for them. For me, as a volunteer, it’s that:
I’m on-boarded quickly.
My time when I’m in training or actually volunteering is respected / isn’t wasted.
I feel like I’m actually doing something worthwhile as a volunteer for those served by the organization or the “cause” (I don’t do the work and wonder why it matters).
I feel supported in the volunteer role, I’ve been giving the prep I need for the role (I don’t feel like I’m foundering/set up for failure).
I feel like everyone wants everyone else to succeed, people don’t try to play “gotcha” with each other, there are not any ugly hidden agendas going on, there’s no delight in someone making a mistake, etc.
If I get even more out of it – if I have fun, if I get skills I can use in my job, etc. – that’s great too, but those four points are what are essential for me. And rarely do I undertake a volunteering gig that hits all those four points.
Helping at a blood drive in August hit all four of those points.
I’ve been promoting Red Cross volunteering for people who want to get started volunteering for many years – but I decided it was overdue for me to give it a try myself. So I went to the web site, read up on opportunities, and signed up for a few roles I thought I had time for and that looked interesting to me. None of the online volunteering I was interested in is available right now (they have enough volunteers for those tasks), but they really need people to help at blood drive events, and my commitment would be just one shift a month, so I signed up.
Filling out the initial application took a while – the Red Cross requires a lot of information in the volunteer application. But I think that’s a good thing: it screens out people who can’t make a commitment to reading information, filling out a form correctly, etc. – something any volunteer with the Red Cross will need to do in any assignment.
Then I did a phone interview with a volunteer that’s in charge of screening, then watched a video on YouTube, and then went through a live online training with a veteran “blood donor ambassador” – the name for volunteers who help sign in people at blood drives, make sure they get snacks and a rest afterward, etc. And all of that time is logged on my account already as volunteering time – I didn’t have to do anything.
We are a one-car family, and that means, most of the time, I do not have access to a car. I was able to sign up to help at a blood drive a short, direct bus ride from my home, in a nearby town. I had signed up for my first gig within minutes of my interview, and it was just two weeks away from that date.
I showed up at the event, 30 minutes early (as the video explained), and it turned out that I was the only volunteer ambassador there – meaning I was checking everyone in. I was very nervous since I thought I would get to “shadow” someone. Instead, it was all me – the site manager showed me how to check donors in, and the first donors, all veteran blood donors, also helped me (I think they loved being the experts to guide the newbie). And for the rest of the day, that’s what I did: donors showed their ID, I scanned it with a scanner, I checked off their name, I gave them a nametag, they had a seat and then got called up for the donation.
It was easy, it was interesting (nice to chat with people, interesting to watch how they go through the different stations of donating), and there was about 30 minutes when no one was scheduled and I was able to eat the lunch I brought.
If you are squeamish, don’t worry – you don’t ever have to see any blood, since you are facing away from the donor tables. And if anyone were to throw up, it’s NOT your job to clean it up (no one threw up, BTW, but we did have one guy faint).
If another volunteer had shown up, one of us would have been at the registration table and one of us would have been at the snack table, chatting with people who had just given blood, to make sure they were okay and ready to leave after 10 minutes or so. Had it been a larger event, there would have been two people registering and two people at the snack table.
If you are looking for an easy, interesting volunteering gig, I highly recommend you sign up to be a blood donor ambassador. You get to pick which event(s) you help at. It gives you insight into how the Red Cross works (the Red Cross does a lot more than blood drives). And you can sign up for as many blood drives as you want – if there is one every day in your area (which there is in the Portland, Oregon area), you could easily get 25 hours, maybe even more, of volunteering in a week, if you can volunteer on weekdays (more if you can do weekends too). I highly recommend this for people that are required to do community service – you may have three weeks from the time of sign up until you start, but you can get hours in quickly if you have time during the day.
In addition to Blood Donor Ambassadors, the American Red Cross needs:
Blood Transportation Specialists
Disaster Action Team members
Shelter Services staff members (being a blood donor ambassador is a good way to see what the intake process is like for emergency shelters)
Disaster Health Services Team (if you are a licensed healthcare provider)
Administrative help
If you dream of being deployed to disaster zones elsewhere, you first have to have deep experience as a part of your own local Red Cross in your own area (disaster action teams, shelter staff teams especially).
And if you are with an initiative that’s struggling to attract volunteers – what is the Red Cross doing that YOU should be doing regarding volunteer management? Note that I didn’t deal with any paid staff as I went through the onboarding process – my screeners and trainers were volunteers themselves!
A few months ago, I decided to test my own advice that I have posted on the subreddit regarding volunteeringmany times, that if you volunteer locally with the American Red Cross, you might get asked to deploy to a disaster somewhere else in the USA.
Welp – that’s exactly what’s just happened: I just got an email sent to all volunteers:
As Hurricane Ian hit Florida with dangerous winds, rain and storm surges, Cascades Region is in alert and standby modes in preparation of volunteer deployments. As we monitor the situation we look to current Red Crossers to train in both deployable and local volunteer roles to continue supporting the mission and our impacted communities.
And there’s a link to something called the Deployment Interest Form, and more info about information events (2 virtual, 3 in-person) to share deployment processes and training.
Folks, it really, really does work: volunteer LOCALLY with your American Red Cross chapter, in any capacity, and you will get info on trainings for disaster response, and if you complete that training, you may get invited to deploy to a disaster zone to help.
The crisis in Florida and the East Coast caused by this latest hurricane will go on for MONTHS. You could be a part of the response! Fill out the form, get the training you need – ASAP.
