List or no list?

For many years I would listen to fellow fundraisers and leaders in the non-profit world talk about their lists. It's how they were successful in planning their days and weeks, and they would speak enthusiastically about how making lists of tasks helped them be successful.

I never understood, or at least I never allowed myself to understand.

Last year I organically created a list. I wasn't thinking about it and hadn't made a decision to make the list, it just happened. It was a Friday morning and I wanted to make sure I finished certain projects before leaving for the weekend.

I got excited. The list kept me engaged and focused. A little more focused than usual. Before I headed to a lunch appointment I looked it over to see how I was doing. On my way home that day I smiled thinking about a hugely productive day.

Sometimes I need a simple reminder. Sometimes I need to take a hard look at everything I have said yes to. And sometimes I just need to know that I am on track.

Lists have helped me. Yes, I have changed my mind! These days I create one on Monday morning for the week. It includes team ideas, donor actions, event goals, time for board members, and time to be off email. Oh wait, that's for another post!

Are you a list person? I would love to hear more ideas!

Thank you for reading!

Reignite your fundraising: donor communications

Whenever I am at a conference or meetings about fundraising and non-profit development, donor communications is always a topic. Great ideas and solutions are shared and everyone seems to leave with a list of initiatives they will work on when they get back to their organization.

And then everyone gets busy. Many of those wonderful ideas are left as notes and don't become reality.

As we reignite our fundraising, here are two opportunities:

First, consider that simply thanking a donor isn't enough if you want to build a relationship with them and create a long-term desire to support your organization. Actions you can take include a phone call to your donor upon receiving a donation; adding a personal note on the thank you letter (and please sign the letter, don't use a stamped signature!); ask you CEO or a board member to follow up with a phone call to thank. Then, you can really take the relationship to another level by letting them know how you spent their donation!

Yes, a few months after their donation let them know how you spent it. That makes all of the difference in the world to your donor.

Second, create a very personal communication between you and a group of your donors. Mine is a monthly impact email I send to major donors. Directly from me to them, very short, containing information that lets them know how their giving impacts our mission. This has been very well received by donors and has allowed me to engage them on a higher level.

Don't let the communication stop there. Check in every once in a while. Ensure that the only time you are speaking with them is not when asking them to consider their next donation.

More ideas to come!

Thanks for reading!

Passion with purpose means successful fundraising

What are you passionate about?

One of the traits I immediately see when looking at someone I consider to be an amazing fundraiser is the amount of passion they have for the cause they fundraise for.

It makes sense. Work for an agency that serves in an area that you are very passionate about and your passion is bound to support your fundraising efforts. This has certainly proven true for myself. Yet it's also true that passion alone might not be enough. I also need purpose.

There are many in our field who are in fundraising for some other purpose other than being able to allow their non-profit mission to totally rock.. Perhaps they believe it's a good stepping stone to something else or perhaps they needed a break from the corporate world and this position fits for them at this time. These scenarios don't really benefit the agency, and they could detract from successful fundraising. There is little we as fundraising professionals can do about this except ask more questions when hiring and keep the passion alive on our teams.

I would personally much rather have someone on my team who is hugely passionate about the cause, and whose constant actions and thinking will be focused and purposeful on the success of their work, not thinking into the future about what might come next. Focus is huge in fundraising.

I have met all types of fundraisers since I entered this world and those making the biggest change have passion and purpose.

Just something to think about when considering a new staff member or when thinking about what makes for success in fundraising.

It's also something to think about when you are thinking about a move. It's always something good to consider when taking a look at yourself in the mirror, whether for a new position or your current one.

Thanks for reading!

Individual giving - thanking donors

When boards and non-profit leadership talk about fundraising, individual donors are typically, and easily, talked around or even not thought about. Meanwhile, so many of us have donor retention rates under 40% and direct mail response rates are under three percent. I can see why many in our world don't see the intense value of individual donors, or even think that there is a way to increase the amount of individual giving for their non-profit.

Although I subscribe to the philosophy of donor-centered giving, I'm not even writing about that. I think many non-profits have a lot of work to do even before they start working within the ideas of being donor-centered.

Here's an example. A few months ago I attended a luncheon that was a fundraiser for a popular LA-based non-profit. It was my first time attending one of the events and I was blown away by what they presented, so much so that I made a donation.

First donation to them ever. I felt so good about being part of their incredible impact.

Time when by and one day we received their newsletter. It reminded me that I hadn't received a thank you letter or a tax letter yet. 

More time went by, and six weeks after I made the donation I received my thank you/tax letter.

Six weeks! Seriously? I couldn't believe it.

Even though I am now on their mailing list, I don't feel any more a part of them as I did before I made the donation.

I like what we do at the non-profit I fundraise for. Once we see a donation we call the donor to thank them. This happens within 24 hours of receiving the donation. Then a thank-you letter goes out within three days. Three days is the absolute latest it will go out, that's our goal. It doesn't mean that we don't do all we can to get the letter out earlier.

Individual giving can change your mission and impact. It's much more sustainable than corporate giving and even foundation giving. Growing your donor relationships will be totally worth your while. You can start by thanking them.

Thanks for reading.

Staying focused in LA

I recently celebrated my one year anniversary at the non profit where I head development and communications here in LA. Time flies when you're having fun.

The longer I am in LA, the smaller the city I came from, Denver, feels.

LA is huge. Our agency serves the entire county. That's a county of some ten million people. And 32,000 kids in foster care, the population we serve.

It can become overwhelming if you let it. When those feelings start for me, I go back to basics.

Like passion for mission.

An abused kid is an abused kid, no matter where she lives.

Homelessness is a societal issue everywhere. It's in the news a lot here in LA because the homeless population is very visible. Yet those calling the streets and alleys home are not any better off than homeless people anywhere else.

The non-profit community here is huge, and the corporate philanthropy is not huge. Similar to many other cities.

What has worked in this amazing, magical city for me as a development person and fundraiser are the same things that worked for me back in Denver: relationship building, passion for mission, and donor-centered fundraising.

Whenever I get overwhelmed I jump back into these basic tenets of my work.

In general, many development people and fundraisers for non-profits get overwhelmed. This is why the average time in position is only 14 months. This is why so many of us are looking for jobs.

When I stay focused on my basics, things are good. When I move into other people's negative opinions, lack of passion for mission, or frankly anything that I have no control over, things get messy.

When I stay focused, everyone benefits, including me, the abused kids we served, and all of those who are passionate about serving those kids.

Thanks for reading!

We must be inclusive in fundraising

I recently met with a development person from an organization that we support financially. We are new to LA and they were one of the first organizations we donated to upon our arrival one year ago. Our first donation was not our last, and now we are "members" as well as being vocal supporters.

NOTE: As long as I have been writing this blog and as long as I have had my @FundraiserDan Twitter account, I have gone out of my way to keep my fundraising world separate from my personal world. With this encounter that I am writing about, I believe it's necessary to bring in my personal life. I won't necessarily make a habit of it.

Donors come from all walks of life. We are different genders, races, martial statuses, gender identities, orientations (as in sexual), faiths, classes and this list could go on and on.

We as development professionals and fundraisers need to be inclusive. Yes, there are some non-profits that might not want donations from certain parts of society, yet for me, serving and agency that advocates for abused kids, I work to be as inclusive as possible, and as honorable as possible to all donors.

I say "I work to be" because I give it an honest try. I may not always succeed.

From how we use salutations in our donor letters to how we refer to a donor's significant other, to how and who we thank, this is something we really need to pay attention to.

As a donor and a huge supporter, I was pretty disappointed when the development person I was meeting with referred to my husband as my partner. In our conversations prior I had used the term husband and even in that same conversation I had used the word husband twice.

I'm sure it was not her intention, but in one swift sentence, she demeaned my marriage.

Too sensitive, no way. This is a new world. Yes, gay people are actually married these days (and have been for over 10 years.) Let the donor inform you as to how you should be referred to or as, and I did that.

Yes, not all gay couples are married, or want to be. I am, and I very much do.

We have to pay attention to this. And not only this. Gender pronouns are important, as is making sure we thank the wife if she is the donor or at least both people in the couple. Too many donors are thanked via their spouse and their spouse only.

If you don't know, ask. I assure you there will not be any offense taken. In fact, you might just catapult the level of your donor relationship.

Thanks for reading.

Working on your next annual budget?

Another budget season is upon us and although this is the time of year where many in non-profit leadership go crazy, I must admit that I am a budget geek. I love creating budgets. After inheriting a couple of budgets that seemed unrealistic at best and after several years of experience in creating budgets that support programs without putting board members in a position of saying "where in the heck is that money going to come from", I'd like share a few thoughts that might make your budget process a little more fun, or at the least help create a process that doesn't leave you dreading the next one.

These might be oversimplified for some, but even then they might be a good reminder.

For me, budgeting is an ongoing process. Every team member in development has a budget sheet that they add to throughout the year. Whether it's a training they might want to attend next year, new staff, a new fundraising event or a new fundraising campaign, everyone keeps a list and we go over the lists throughout the year. We also make notes about whether the current budget we are working in made sense.

An easy way to start the budget process is to simply ask program folks how much money they need to do the mission and development folks how much money they think they can raise. If those numbers match (ha!) then you are good to go. My experience is that there will be a good amount of money in between the two. But at least you have a start.

In the non-profit world we do not create target budgets. We do not set a goal for fundraising and hope we get there. This is one of the key difference between us and the for-profit world. This means no pie-in-the-sky revenue budget. If a non-profit isn't making budget, cuts have to made. You never want to be in this position.

Have a plan for any increase in revenue. I have seen budgets where individual giving increased 200% with no plan in place as to how that was going to happen. It sure is easy to just add revenue here and there, but someone is going to have to raise that money, and if they don't then we're in a situation like I mentioned in the prior paragraph. There are many times when it's easier in the moment to just add revenue here and there to make up the difference between revenue and expense. Don't do it unless there is a clear, realistic action plan to raise that revenue.

Have a finance committee go over your budget. This typically happens as part of the budget process. I want finance committee members to particularly pay attention to increases in revenue based on forecasted revenue for the year, not budgeted. This is very important because if you have a budget line that is below in revenue yet create a line item for next year based on what was budgeted, you are comparing apples to oranges. This can easily happen with events and individual giving, and create tough times for you next year.

Here's an example: You have $500,000 budgeted for individual giving and are forecasting ending the year with $350,000 in individual giving revenue. When working on next year's budget you increase your line item to $600,000 which means next year you need to raise $250,000 more than the year prior! Don't do it!

Finally, someone needs to support decisions made by the development team in regards to revenue. If something really doesn't feel good in reference to revenue and your ability as a team to raise, don't budget it. That's not always easy, yet in the end you, your team, your staff and those you serve will be so much better off.

Thanks for reading!

One in five children

This is one of those posts that will typically not get a lot of reads. When I write about topics like poverty, hunger or HIV/AIDS, many tend to skip the post.

I will keep this post short.

The federal government released poverty numbers this past week.

One in five children in California live in poverty.

One is six children in the US live in poverty.

No matter why you read my blog or why you connect with me personally, I ask you to please consider these numbers.

So much wealth. So much privilege. Yet so many live in poverty.

As fundraisers and people who work with non-profits, we can take action. We can also build bridges with communities whose main mission is not ours, and become stronger. We can find connections with our work to poverty, to hunger and to class. In the Los Angeles area, where I live, it is not difficult to see hard-core class distinction.

If you would like more information on poverty in the US, please click here.

Thank you for reading.

Tips for the fundraising professional's job search

I am on day 14 in Los Angeles.

A quick personal note (which I try to stay away from on my fundraising blog): We moved here after years of wanting to be in southern California for the warmer climate, the culture, the food and of course to be able to surf more often!

Being a fundraising professional on a job search in a city where nobody has ever heard of you isn't an easy task. Yet for some amazing reason I have had the chance to interview for some pretty incredible non-profits doing life-changing work in the Los Angeles area.

I wanted to pass along a few tips I do during the job process here. Some of these I realize are just :

Do not be in a hurry.

Get very comfortable with working with recruiting firms, especially ones who don't necessarily show that much respect for fundraising professionals or non-profit professionals as a whole.

Focus on getting in front of those who would actually hire you. This means rocking it through the recruiters.

As with any job, write an eye-opening cover letter specific to the position. Remember that you want to get in front of the person who will actually decide to hire you.

Be early to your interview.

Study the budget before the interview. For fundraisers this is crucial.

Don't promise the world. Focus on your past experiences and successes.

Dress for success.

Have a list of seven professional references that includes folks who you have reported to, who have reported to you, board members and professional contacts.

I think that's a good start!

Thanks for reading!

Onto my next big adventure

Although I try to keep this blog all about fundraising, this time I have to add a little bit of personal information.

Me and my family are moving to Los Angeles. This has been a big dream of ours, to be closer to the ocean and the chance to surf and sea kayak a couple of times a month versus once or twice a year. Plus, at 49, I am done with winter.

The big move happens next week, with my last day as Director of Development and Public Affairs at Urban Peak being July 2nd.

I will always feel incredibly humbled and intensely grateful to have had the chance to fundraise for Urban Peak and to support one of the most amazing program staffs I have ever seen. Ever. 24 hours a day, seven days a week, on holidays, in heat, in frigid temperatures, in surroundings that most people would not even want to think about, the program staff at Urban Peak rocks it for youth with nothing, youth experiencing homelessness or on the verge of homelessness. Youth that most people would rather not even think about. Youth that in many cases have had their voices ripped from them.

There folks are my heroes. They are rock stars.

How was I so lucky to have had the opportunity to fundraise so they can do what they excel in? I have no clue. Yet I have been deeply touched. I will never be the same human being I was when I first began working here because of these people.

Youth homelessness is many times overlooked in the overall conversation around homelessness. This is one thing that has become super clear to me while at Urban Peak. The unfortunate reality is that without agencies like Urban Peak, young people who have been totally crapped on by society have very little chance of going beyond poverty, violence and hopelessness to move from a life on the streets to a life where they are housed, safe and living on their own without needing help from anyone. Like I have told many donors, if we can get into relationship with a youth living on the streets, that youth has a very big chance of not holding a sign asking for money when they are my age.

All of the successes with youth at Urban Peak happen because we have an incredibly passionate and compassionate group of people. They don't make a lot of money. They don't get recognized like sports stars. But they are the true agents of making this world a better place not only for the youth served by Urban Peak (2,385 last fiscal year) but for each one of us.

Please support your local agency that serves youth experiencing homelessness. If you are in the position to make a financial contribution to the agency you have just read about, please click year here.

And please stay tuned for the Los Angeles fundraising adventures!

Thank you for reading.

Passion for the mission

I think of this often.

Does a member of your fundraising team need to have a passion for the mission of the non-profit?

I say yes.

I bring it up often when interviewing. I believe hiring the right people for your team is the first key to a successful fundraising team. Or any team for that matter. And I talk a lot about our mission when interviewing.

After all, we serve youth experiencing homelessness, youth who have nothing. We don't do the mission or the youth any justice if we can have folks out there building relationships in the community who don't have a passion for our work.

It's not difficult to figure out in the interview process. As a fundraiser, I want my team to have as many tools as possible to take out and build relationships and partnerships with. Their work will be so much easier if they are passionate for the cause.

Another reason I want members of team to be passionate for the mission is that I will know that coming to work and rocking it will fulfill them personally. Between being personally fulfilled, working with other who are equally passionate for the mission, being empowered and supported on all levels, and working with an elite team of fundraisers they will inevitably love their work!

I would love to hear what other fundraisers think.

Thanks for reading!

I started using lists

There seems to be  a lot of solid opinions on whether or not making lists help with finishing tasks or don't help.

For years I have met folks, speaking of fellow fundraisers here, who make lists and they work from them. I always thought that this was a great idea for them and I'm glad it worked for them.

Then, last year, while preparing for our weekly development team meeting, I realized that I was one of those fundraisers who works from a list. Just like that! And I had been doing it for some time.

You see, every Monday morning I prepare for our weekly team meetings. I create a list of items I want to chat with the team about and during our meeting we go over those items. Then, that LIST becomes a check off of items I will work on for the week.

It could include meeting with a particular staff member, something to bring up with my boss, starting an event invitation or working and working on a direct mail piece.

The simple fact is that for me, starting the week with a list of items, regardless of whether or not they are already on my calendar or in notes or whatever else I use to plan, helps me considerably.

It shows me the intensity of the week.

It allows me to celebrate as I cross things off.

It keeps me focused, which does not come natural to me.

It allows to continually throughout the week check in with others about what we are working on, how things are going with those items, and how others can support.

I could on. I won't.

For me, lists work. Or should I say, a Monday morning list for the week works for me.

I have met many fundraisers and work with many fundraisers. I realize we all have our tools that support us and the successes we have. This may or may not work for you. I wanted to share it because it works for me.

Let me know what you think.

Thanks for reading!

January fundraising

Yes, I am aware that January is almost over! My has it flown by. I still think it's relative for fundraisers to talk about making January an awesome month.

As a fundraiser, January has always been an interesting month. In most of my positions I have breathed a sigh of relief in early January or been devastated by a failed end of year effort. In some cases I have been able to create a quite strong fundraising month in January based on rigorous efforts and relationship-building in December.

At my current agency we run a fiscal year that goes from October to September. No craziness in December as far as making budget but we still rock it due to it being an important month of giving for our donors.

So what do we do in January? Regardless of whether this is the start of your fiscal year or in the middle, all of these suggestions could help:

Make sure every donor from December has been thanked.

Make sure all of your recurring monthly donors have a received a letter telling them the total amount of their giving for the past year.

Personally call all of your major donors and thank them for donating last year.

(At this point you might be seeing a pattern. Basically, are you in relationship with your donors, do they know that, and are you in a position to continue that relationship this year.)

Send a year-end review to your Board of Directors. Let them know five or six highlights of the past year and a couple of things that surprised you.

If this is something that you can do, send the same type of email to the entire staff.

Meet individually with your team members and talk about how you want to rock it with them in the next couple of months. Be prepared.

Learning. Yes, most of us have a lot to learn. Hold a training for your team.Go to a training. Create a "101" for folks you lead.

Finally, it's important to not give up on lapsed donors from last year. You've run the numbers and you see that your donor retention rate was not that good. Just because you are in a new year doesn't mean you need (or should) give up. Create a plan to engage with those donors.

Let's make January an incredible month!

Thanks for reading!

Take a walk! With a donor!

Every year The Community First Foundation sponsors Colorado Gives Day, an online giving day created to increase giving in Colorado to local non-profits. Typically the second Tuesday in December, this day of giving has completely exploded into a $20 million + fundraising day for Colorado non-profits.

Each year I like to ride the coat tails of this day and have some sort of event. This past December we planned #WalktheBlock, a 24-hour walk to shine a light on youth homelessness through walking. We partnered with Saint John's Cathedral and for 24 hours walked around the Cathedral. We had a RV supplied from a donor, had lots of food and drink donated, and for 24 hours we walked, talked, laughed, visited and most importantly, got people thinking about homeless youth.

I was surprised by how many of our donors swung by to walk a few blocks. Some called ahead and asked if we needed anything, others showed up with food and drink. It was certainly an amazing day for us and for the youth we serve.

Something that I was not expecting happened. With so many donors coming by I had the chance to take a walk with many of them. Some walked for five blocks while others walked for longer. Each time I walked with a donor I finished feeling like our relationship had just been catapulted to another dimension.

It didn't matter what we talked about. It could have been about why we were walking or how the day was going. Many times it was about their day, their family, something personal about them.

And I learned. So much more about them than I could have ever possibly learned from a phone call, a site tour, or seeing them at a special event.

We had many successes that day. Learning so much more about so many of our donors certainly was on the top of the list.

Take a walk with a donor. Listen. Let them talk.

Thanks for reading!

How much have I given?

This week I excitedly sent our annual giving letters to donors.

What?

Donors are busy. Their job is not to keep track of how much they are giving and when they gave. That's my job.

We start with those who donate monthly. When those donors set up a monthly donation, we ask them if it's OK that we send them an annual thank you letter as opposed to a monthly one. They love that, mainly because it saves time and money for us. So in the first week of January we send out those letters.

Then we go to our list of donors who have made multiple donations, or have donated a cash gift and perhaps attended an event. The letter spells out the tax deductibility of the event donation and includes any other cash donations, and of course the dates of the donation.

These letters help us, and the youth we serve, in so many ways.

We are not asking for a donation.

We are making a touch.

We are letting our donors know about their giving, which may or may not surprise them. I find that doing these letters adds to an increase in gift amount. It also helps in a decrease of lapsed donors. How many times have you met or spoken with a donor and their response to you telling them their last gift date is one of shock? Time flies, not only for your but also for your donors.

It's up to us as fundraisers to communicate with our donors and to support them in any way we can. Hopefully you are in good relationship with your donors and yearend giving letters will not be a surprise or something that they are not aware of!

Thanks for reading!

An awesome fundraising team

I think about this often.

As a fundraising professional.

As a leader of a team of fundraising professionals.

As a person who is responsible for raising funds so program people can do their jobs.

As a human being who is completely passionate about making positive change in the world and intensely passionate for the mission of the agency I fundraise for.

What makes an awesome fundraising team?

Several things:

People who give a shit about the mission.
People who have some sense of a work ethic.
People who aren't afraid to talk about the mission.
People who aren't afraid to build relationships.
People who aren't afraid to make a financial ask.
People who realize there is no box.
People who care about more than just themselves.
People who are creative.
People who can listen.
People who have the ability to set their own personal ego aside.
People who can lead if their in a leading position and who can mange if they are in a managing position.

This is a start.

We as fundraisers are changing the world. Our success makes a difference in whether or not the program folks can do their job, which in our case is saving and changing lives.

An awesome development/fundraising team is vital.

Thanks for reading.

A short video

I have been using video a lot ever since buying an I phone two years ago. It's a wonderful way to get a message out quickly and also an incredibly creative way to thank donors.

Today, with the frigid weather in Denver, I decided to make a video asking folks to donate to any agency that serves the homeless.

As my videos go, it is timely, informative, asks folks to take an action, and short.

I decided to make this particular video as I know so many agencies that serve the homeless were taken by surprise with the crazy winter weather that is affecting a good part of country.

Do you use video? Check it out and give it a try.

Thanks for reading. And for watching.

Donor relationships

I have said many times that I love the "R" word, meaning that I love the word "relationship".

It is a word that too often is overlooked by fundraisers and professionals in philanthropy.

And that really needs to stop.

If you are passionate about your organization's mission, get into solid relationship with your donors.

If you want to rock your budget, build relationships with your donors.

If you want to build a source of revenue that that your organization can count on, make sure your donors know that you care about them.

How does one go about this?

Call them. That's right. Next time you get an email from a donor asking a question, call them with the response.

Invite them on a tour of your facilities.

Email them a video thank you note.

Send a personal note.

Send them an impact report, or annual report. When we send these out we add a big "Thank you" on the back with signatures of our team.

These are just a few ideas of many. Start here and I assure you your relationships with donors will change.

Thanks for reading!

Human touch

I have been re-posting some of my most read blog posts lately mainly because of life being so crazy. I am back to having time to write.

And I want to write about something so very important.

That is treating your donors and supporters as human beings.

Thank them.

Call them.

Ask them how they are doing.

Ask them for their opinion on something.

Ask them to pre-read a direct mail piece that you want to send, getting their opinion.

Call them. Yes, I am writing this again.

Invite them for a tour of your facilities.

I could go on and on.

There is a reason why people donate to our causes. We need to know why. And we need to ensure that our donors know how grateful we are and that we don't just see them as a human ATM.

Short but sweet. What will you do today to treat your donor as a human being?

Thanks for reading!

The special event is not dead

Our organizations largest financial fundraiser of the year was last week.

It was a dinner.

I hope I didn't already lose you.

It was also a time when we honored an individual, a business and a civic/faith group for all they have done for us as an agency and the youth experiencing homelessness we serve.

I can imagine what you might be thinking: another fundraising chicken dinner.

I know.

This my first time planning this event. With a little over a year here and the experience of being at the dinner last year, I wanted to make some changes and take some risks.

Yep, risks.

Taking risks with an event, especially your biggest event, is not always a feel-good task.

All of the risks we took were focused on making the event more about our agency and the youth we serve as well as trying to reduce the expense budget.

Instead of hiring one of those amazing companies that does check-in and check-out and gets all of your guest information, we asked staff to do that.

Big, famous emcee? We asked staff to do that.

Expensive video company? You guessed it. We asked staff to do that.

During our live ask we had staff and volunteers greet each guest as they committed to a donation. The guest was handed an envelope with the amount they had just raised their number for. Over 90% of those who made donations filled out the enclosed information for the donation and handed it back to us.

Our check-in and check-out processes worked. No lines. Just amazing staff greeting those who allow us to do our vital work.

In the end we beat budget while cutting our expenses by 43%. We can now tell our supporters and future sponsors of this event that for every dollar that we spend on this event we raise five.

Take risks. Make your special event about you and your mission. Every single detail goes back to your mission. You might be pleasantly surprised.

Thanks for reading!