Thursday, February 28, 2013

BIG’s Blog: WOW… and Thank You !

I am both stunned and honored that so many of you sent me emails about my blog from yesterday,as well as telling me you were forwarding it to friends and colleagues.

Apparently, it struck a chord.

For those who might have missed it, here is a link.


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at: mike@big-db.

Wednesday, February 27, 2013

BIG’s Blog: Nothing Moves Until Something Is Sold

The whole world is about commerce...except, that is, the Philanthropic sector. And, of course, Philanthropy is the realm we all work in. Our world is different, isn't it? We don't sell, do we? I mean, we share our stories and our mission and ministry...but we are not really selling, are we?

But guess what? In a very real sense, the commercial world is moving more toward the ethos of Philanthropy in the sense that we (speaking now as a consumer) don't want to be sold...we want to make up our own mind on every potential purchase from a car to a toaster and everything in between.

The truth is, we’ve always wanted to be in control and make up our own minds. I have shopped enough with my wife to see what I call the "shopping dance." You walk into a store, a clerk approaches you and says something like "can I help you?” to which you robotically respond, "no thank you, just looking," or some variation of that phrase.

The truth is, none of us want to be sold. We want to look, read, research on our own, talk to friends for their input, and make up our own mind. But though that is our latent predisposition, in the world we all grew up in, the norm was TO BE SOLD. And in the end, we all acquiesced, accepted it, and put up with BEING SOLD. Of course, the process started with advertising. We were essentially always being talked at and sold to and can easily think of the countless TV commercials in which we were cajoled to desire the product or service. Or, in the auto or electronics showrooms…we were being sold.

Then, about 20 years ago, along came the Internet and, almost immediately after, the World Wide Web. And just when every business or organization had posted a Web site, along came Google to help us "Search" the Web and find what we were looking for. 

And then something occurred to us that we had access to ALL the information in the world, or at least that part of the world, we were interested in, be it comparing car prices, televisions, colleges, hotels, airline prices, etc.

Suddenly the world...literally the world…was at our fingertips. Search shifted the power arrangement and now we had access to ALL the information...and information is power.

The sold and selling paradigm started to fail. In his book, Real-Time Marketing & PR, David Scott describes the fourth stage in the evolution of Web sites as a change in ethos; Selling Bad / Information Good. Consumers and, by extension, potential supporters of charitable institutions suddenly realized ALL the information was within reach. Now the latent desire to be in control was fulfilled...the consumer and charitable supporters were in charge.

As nonprofits, we don't SELL our charity do we? Of course we do...even though we go to elaborate extremes to pretend otherwise. Today, virtually all our existing fundraising organizations are transaction-based selling machines. Even some of the most respected and followed voices in fundraising talk openly: You’re a salesman. We all are. Or should be.

So the ethos of the consumer has shifted even as charitable institutions continue to SELL. But the truth is, consumers don't want to be sold on a charity anymore than they want to be sold a car.

So now, the very sector (Philanthropy) that was never supposed to be about "selling" has in reality taken on the culture of the larger commercial Sales and Marketing sectors. It has evolved into a very sophisticated transaction-based, sales-oriented machine that mirrors the commercial world.

Except that…now the commercial culture is shifting. The one thing about profit-driven commercial organizations (unlike the nonprofit fundraising sector) is that when revenue starts falling, the red flags and the alarms go off. 

And then you have voices of profound clarity and brilliant insight, such as Scott Harrison of Charity: Water,  coming into the nonprofit Development world from the outside and diligently looking for viable fundraising models (nobody really wants to start from scratch) only to conclude there were no viable Development models. Scott already understood “Selling Bad / Information Good.” He built his own from scratch and rocketed past those Development organizations that have been in the business for 50+ years. 

Which brings us back to the shifting commercial culture. As I said, the alarms have been going off for some time in the commercial world. The people who need us to buy their products are shifting how they "do marketing." They get it that WE DON'T WANT TO BE SOLD. Consumers have the ALL the information to make up their own minds. Sales Bad / Information Good. 

So now we return to the nonprofit Development world. 

The truth is, for many nonprofit fundraising organizations this whole shift has been covered up by the fact that the ethos of the Depression and WWII generational cohorts (which still make up the vast majority of your donor base) are "gift" givers. Their ethos is to give gifts to charitable institutions because they trust institutions. By the time you hit the Boomers, Gen X, and Millennials, they don't trust institutions (Vietnam, Watergate, Jim and Tammy Baker etc.). When they choose to support a charity, they make a psychic and financial investment in that charity. Investment vs. Gift...big difference. 

So your "sales" approach is still working (but declining rapidly) with the older generations, but starting with the Boomers...the "sales approach" is a loser. You need a new Development model that is in synch with the "Information Good" ethos of younger generations. You CANNOT SELL to the younger generations starting with the Boomers...they have shifted over...they are now empowered by unlimited information.

So, what's your plan? 

There are some books out there that can help, or, drop me a note (see email below) and I’ll make certain you get an invitation to our next Webinar. 

You quickly need to get on the path of developing a new fundraising model built on Network building and Relationship development. You say your current fundraising model is already built on developing relationships? You might be right, but here is a simple test. In your fundraising department, what do you MEASURE? We all know that what we measure is what is really important.  Do you measure the depth and quality of your supporter’s relationship with the organization, or do you measure their donations? Do you count first your number of friends or the money your friends gave? 

With the right plan you can have both…but only if you focus on the friends and not the money. 

For Development in today’s fundraising world, "Nothing moves until something is sold" is now "Nothing moves until someone supports you." 

Big difference...and one that you need to internalize and move toward VERY QUICKLY or you may have no future. 


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Monday, February 25, 2013

BIG’s Blog: Marketing Is Dead redux

The headline screams, “Everyone’s Online – Let’s Go Prospecting.”

Apparently there are still people who haven’t got the memo that “traditional marketing” and, by extension, “traditional marketing methodologies” are dead.

“But Mike…but Mike…you’re wrong, they are talking about online.”

Here’s the thing…you cannot take your direct marketing prospecting methodologies from the paper-and-ink analogue world and expect them to work online. The world of the Internet is a different universe with different rules. Besides, along the way, the power of the Internet changed people’s behaviors.

Traditional marketing – including advertising, public relations, branding and corporate communications – is dead. Many people in traditional marketing roles in organizations may not realize they’re operating within a dead paradigm . . . but they are. The evidence is clear:

  • Buyers (donors) are no longer paying attention. Buyers (donors) are checking out products and service information (charities) in their own way, often through the Internet.  

  • CEOs (and Boards) have lost all patience. 73% of CEOs said marketing
leadership lacked credibility and the ability to generate sufficient growth. 72% of CEOs are tired of being asked for money without explaining how it will generate increased revenue.

  • In today’s increasingly social media-infused environment, traditional
marketing not only doesn’t work so well, it doesn’t make sense.    

These aren’t my words. They are from an August 9, 2012 guest blog by Bill Lee in the Harvard Business Review, entitled Marketing Is Dead.


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Friday, February 22, 2013

BIG’s Blog: Mailbag: Postal Service and Les Moonves

In defense of the Postal Service and Les Moonves
You raise some valid points about the Postal Service and the way direct mail is going in our industry, but wait. . .  the cutting edge people running the Post Office are busy solving the problem of HUGE deficits.  Now you can get US Postal Service brand clothing!  After all nothing tells your boss that you are all about efficiency, hard work and customer service than putting on US Postal Service branded clothing just remember the last big branding campaign they did involved Lance Armstrong as the captain of the US Postal Racing team!
In defense of Les Moonves and his decision to delay the Grammys by 3 hours for the West coast.  As any fan of Masterpiece Theater’s Downton Abbey can tell you, the British already know what is going to happen as it all aired in England before Christmas while we are just getting the season cliffhanger 7 weeks later!  The poor Australians have to wait even longer. Talk about 20th century thinking, what is gained by delaying the showing worldwide?  After all, we are talking about transmitting a product by satellite. 
Keep up the good work.
Dave Targonski, CFRE
Belmont Abbey College

Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Wednesday, February 20, 2013

According to my unofficial and very unscientific survey, my blog audience … for the most part … have not adopted Twitter.

You need to.

In fact, failing to adopt Twitter, Facebook, LinkedIn, Pinterest, etc., is having a profound effect on the fundraising industry’s ability to build relationships with younger Boomers, Gen X and Millennials. Imagine that back in the late 1980s you would have refused to use a personal computer … “Too hard to learn!” And of course there was that new computer application called email … novel at first … then indispensable.

Honestly, for senior level people in all sectors, Twitter is the fastest growing social communication technology. I hesitate to call Twitter social “media” because the word media implies something you consume. And, again, according to my unscientific survey of  blog readers who have a Twitter or even a Facebook account, they tend to be passive readers rather than participants.

This IS the future of communications and nothing says “old (fill-in-the-blank)” more than a senior level fundraiser that DOES NOT USE Twitter or Facebook. I ought to know, my daughters were all over my case. They still tell their friends that their dad prints out his email … low blow … cause it has been years.

Besides, Twitter is kind of  fun!

During the Super Bowl, the lights went out. I ran upstairs, got my iPad, and hopped on Twitter. It was abuzz. Everyone … at least in the U.S. … was having their say. And to say it was way more entertaining than watching Super Bowl ads for the next twenty minutes is an understatement.

A couple of weeks later, I turned on the Grammys where the host LL Cool J (don’t ask me who he is, but I figured out his name by reading the Tweets) was imploring everyone watching to tweet up a storm . . . but there was a problem. Apparently, the Grammys’ social networking idea never got to Les Moonves, the president of CBS, who had ordered the Grammys broadcast delayed on the West coast so it would run in prime time. The Grammys were hosted on the West coast. Talk about some angry Tweeters!

See, that’s the thing. Les Moonves is us (assuming you are an older Boomer) and, obviously, Les doesn’t Tweet. He doesn’t get it. I mean, seriously, would Les have delayed the Super Bowl?

Before your fundraising group even thinks about using Twitter, its senior leadership better be using it.


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Monday, February 18, 2013

BIG’s Blog: It's All Local Now...

Local vs. National Constituencies

If your organization is a local one, (for example a rescue mission or food bank) where your mission and your supporters are local, you can play big in your local area. The American Red Cross or the Salvation Army have nothing on you in your local area. In fact, on a localized basis your organization may be many times larger than the local affiliate of these national organizations.

If, however, you are a charity with a very specific mission or ministry (your organization for example) and must seek out those with a heart for your specific mission or ministry on a national basis to gather a large enough constituency to support your organization, it has been a long and expensive growth path. In fact, many charities like yours have built up their base of support over decades.

What then to make of these Johnny-come-lately new-ish organizations (Charity: water for example) that didn't even exist five years or a decade ago and are out-raising your organization by double, triple or more?

Oh sure, they don't use expensive direct mail like you, where you are constantly reaching out to potential new prospects of whom (according to recent Target Analytic benchmark studies) only three out of ten give a second gift. Yes, these new-ish charities and their fundraising organizations are sinking their fundraising budgets into videos, social media and everything is online.

You say that your Development strategy is bequests and growing annual revenue from your direct mail donor base, and insofar as your strategy generates increasing amounts of revenue year after year (growth) ... great.

So what's up with these new fundraising charities?

Well, one could argue that they have figured out that by using the Internet as their communications platform the way that you use the postal service as your communications platform, their fundraising model is more akin to the local charities in your city. Why? Because they are connecting personally with their constituents. And where you are spending tens of thousands, hundreds of thousands or millions of dollars through your platform (the Postal Service), their Internet platform budget isn't even 1% of your direct mail budget.

Do you think that makes a difference?

Maybe this example will help clarify things in your mind.

Lands End, the Wisconsin-based catalogue retailer was founded in 1963. When they sold to Sears in 2000, their sales were a bit over $1 billion dollars. That's impressive! So, it took 37 years to reach a billion dollars in sales sending out catalogues and building up a base of customers.

You can visit Lands End and take a tour. They will tell you they are a catalogue merchant. You would actually feel a lot in common with Lands End. They mail catalogues, you mail appeal letters. They process orders received through the mail, you process donations received through the mail.

Visiting Lands End would be like going to your family or high school class reunion. You are all the same clan and it is very comfortable.

But maybe you should visit the online merchant instead.

Zappos was founded in 2000. Zappos is an online merchant; they have never produced and mailed a single catalogue. From the time they were founded, eight years later...yes, I said 8 years...they were doing $1 billion in sales - and that was just shoes - and have since diversified.

If you visit Zappos (like we do in our Program with our clients) they will tell you they are an online merchant. You would probably feel you had very little in common with Zappos; unlike how you would feel visiting Lands End. All their sales are online - no catalogs. They process no mail orders - all their orders are processed electronically online.

Yes, you would probably feel out of place, as if you were attending someone else's family reunion or high school class reunion.

But let's go back to the numbers. $1billion in sales using catalogues took 37 years for Lands End but for Zappos with no catalog ever...only a Web site online...Zappos hit $1 billion in sales in 8 years.


When you visit Zappos (like we do in our program - oh sorry, I already said that) they will tell you they have a very defined strategy to be as personal and feel as LOCAL as possible.

In the world you are fundraising in today, who do you think you should be modeling your fundraising organization after? Lands End or Zappos?


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Friday, February 15, 2013

BIG’s Blog: The Leaders are Shifting…Maybe?

Can we all agree that your direct mail fundraising appeal’s best days are in the past? Last fall I co-presented at a national nonprofit conference with the Executive Director of Development of a large organization that raises 80%+ of their donations through direct mail and mails millions of appeals annually. Those were his words in the presentation . . .“our best direct mail days are in the past,” . . . not mine.

Now we are hearing the horror stories of donation fall-off and missing budgets from this past Christmas’ appeals.

Now we are reading other industry experts like Chuck Longfield from Blackbaud giving a presentation at the Direct Marketing Association’s Washington Conference last week highlighting disturbing multi-year trends in rising acquisition costs and rising lapse donor rates for direct mail appeals.

Take a breath.

Do you think…

…maybe what is happening is something new?

…maybe we haven’t exactly seen this before?

… maybe these generational and communications shifts are real?

Your fundraising strategy worked for years. So, why is it suddenly failing?

Or, has it really been going down little-by-little, and because you are a good direct marketer you used every tool and trick (not to mention luck… think large bequests) to make budget? But now… there are no more rabbits in the hat.


We just had a Webinar last week that was the biggest we have ever had by 3X and afterwards people were calling and emailing to talk. . . and I am behind in getting information out and that is a first for me…ever.

All we talk about in our Webinars is the way things really are and the need for fundraising organizations to develop a new strategy (and we help you) that reflects the way the world is today…not 15 years ago.

Is leadership finally becoming open to the possibility that maybe there is a way forward that is a different strategy… and actually appeals to Baby Boomers?

We have another free Webinar coming up, so drop me a note if you want an invitation.

Or, maybe better … invite your leadership.


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Monday, February 11, 2013

BIG’s Blog: The Generation Gap

If you stop mailing your appeals to my mother, you will stop receiving her donations.

If you don’t transform the way you communicate the mission of your organization and focus online, you will NEVER reach my wife (a Baby Boomer) or my daughters (Millennials).

If you try to reach my mother online . . . you will fail.

If you try to reach my wife and daughters through your direct mail appeals . . . you are throwing your money away.

You have to be close to my age (almost 60) to remember this, but back in the 1960s there was a saying: “Don’t trust anyone over 30.” What it spoke to was the generational divide in the changing worldview and attitudes between the younger generation of the Baby Boomers and their parents’ generation (WWII and Depression era cohorts). It was actually called the Generation Gap.

To those of you Baby Boomers who are now in fundraising leadership and whose donor files are now 70%+ WWII and Depression era generations, when these two cohorts only represent at most 12% of the population, where exactly are the Boomers (25% of the population) in your donor files? And if you’re a faith-based organization, the percentage of your donor files over 68 years is probably much higher.

I’ve worked with Protestant religious broadcasting organizations whose donor files were pushing 85% WWII and Depression generations.

I’ve worked with Catholic organizations whose donor files are pushing 85% WWII and Depression generations.

Same issue . . . just different pews.

Both faith-based groups are facing the EXACT same problem with the Generation Gap.

To be successful at bringing in continuing donations from the WWII and Depression era donors, you must send them mail and you must communicate with them in the faith language they were formed in. It is their worldview, and it is very different from the Baby Boomer and younger generations’ language and worldview.

Keep mailing and communicating with my mother as you have for the last 50+ years and the checks will keep coming . . . but my mother is not your future

Create a completely different online experience and approach for my wife and daughters or you have no future.


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Friday, February 8, 2013

BIG’s Blog: All We Need Are Good Managers

There is a whole school of thought in organizational psychology that says leaders are either “transformational” or “transactional.” An example of each is Steve Jobs of Apple as a transformational leader and his replacement CEO, Tim Cook, a transactional leader.

A lot of people I know firmly believe that to affect a significant shift in the direction of an organization you need a transformational leader. I disagree. There is no question that Steve Jobs was a transformational leader, but that also gives short shrift to his capacities for invention. More than anything else, Steve Jobs “created” products. But it was Tim Cook, as one of his key lieutenants who worked behind the scenes, to make certain the products were right and delivered on time.

Making the transformation in how you raise the resources your organization needs is a shift in strategy and direction. Making that happen does not take a transformational leader, but a nuts-and-bolts leader who knows how to execute. Our firm and others can provide the strategy, but what we can never do is make it happen in YOUR ORGANIZATION. That takes internal leadership.

By far…by far…our most successful clients who are transforming their Development organizations are …in their words… “strategy-challenged.” But they are phenomenal managers.

Here is the good news. You don’t have to be a transformational leader to transform your Development organization and start growing again. You can find good programs or consultants who can be your change agent...but you need to be a good process manager. You can learn successful strategy but YOU have to lead the change. And that’s the day-to-day work you are already doing…only different.

A Steve Jobs only comes along every hundred years or so. Thank goodness that what we really need in the fundraising world are Tim Cooks.


P.S. Saturday Delivery for the USPS is gone effective the first of August. Just another shoe dropping for the Post Office, and now all your response projections will be off, although that is a small thing compared to the overall decline in response rates over the past five years. Are you ready yet to contemplate transforming your fundraising to become LESS dependent on direct mail?

Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Wednesday, February 6, 2013

BIG’s Blog: Eating Your Future

There are two upstart groups in the world of charitable nonprofit fundraising today that are growing their fundraising and could eat your future. The first group is the newcomer nonprofits and their fundraising organizations that literally are starting from scratch but are tech savvy and hungry. The second group is the older, established organizations who have either had a “wake up call” or an “epiphany” in finally figuring out that what they are doing isn’t working anymore.

Those two groups represent probably less than 5% of all nonprofit charitable organizations.

What about the other 95%?

Well, let’s talk about the 95% by contrasting them with the 5%, and let’s start with a long-established and very large organization that had a major wake up call; the American Red Cross.

In 2005 the American Red Cross was wholly unprepared for reacting to a major national disaster in the Internet age. The Red Cross fundraising organization was caught flat-footed in 2005 when Hurricane Katrina ravaged the Gulf Coast and New Orleans. America opened its wallet but the Red Cross could not keep up. Many people couldn’t donate online, they didn’t receipt donors, and months afterwards they could not account for the funds or show where the funds went. Transparency was a disaster.

But what was the reaction of Red Cross leadership? Fix it!

By the time of the earthquake in Haiti in 2010, the recent flooding in the northeast in 2011 and Hurricane Sandy this past October, Red Cross systems, online capabilities, communications and reporting transparency were superlative.

The other group, the newcomers, are also making huge headway. They have no legacy methods of fundraising or built-in constituencies both inside and outside the fundraising organizations, so they go with what they can afford and that means online. Apparently nobody told them they can’t grow revenue year-over-year, and most have been rapidly growing revenue because they are online competing for donors with other young start-up nonprofits.

So what about the 95%?

Well, I can only hope that you experience a “wake up call” or “epiphany” because if you don’t, the picture isn’t pretty. And the medium size charitable organizations that have been overly dependent on direct mail appeals will get hit the hardest. The big guys like the American Red Cross will just get better and better and the new startup fundraising groups who are young, hungry and tech savvy will just keep growing.

So what should you do?

Seth Godin, the marketing and organizational thinker, has a suggestion: “If you are serious about building a new sort of asset, or experiencing the cutting edge of technology, or rebuilding the way you grow, the first way to demonstrate that seriousness is to put your heavy hitters in charge of it, while refusing to pay attention at all to the people or the metrics of the old thing. Easier to say than to do, but consider how the upstarts that are eating your future are allocating their time and their talent.”

And we should add a third group for you to worry about. That group would be fundraising organizations - just like yours - that are already moving to transform their fundraising.  


Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Monday, February 4, 2013

BIG’s Blog: Mailbag: Transition vs. Transformation

“To my way of thinking, Mike, what you’re dealing with here is a dramatic change in perspective, which is non-negotiable. By way of example, Jesus told the traditionalists that you can’t patch an old garment with a new (not yet shrunken) piece of cloth, because when it shrinks it will make the torn garment worse. Also, you can’t put new wine into old wine skins . . . for a similar reason, i.e., the old skins won’t stretch. In essence, Jesus is saying you have to see things from a fresh perspective: The old rational categories no longer apply. The Church ran into a similar problem with the advent of Vatican II.  The problem is ongoing. But here’s the point. When you see this as a change in perspective--(much like The Covey “window-of-belief”)-- you don’t have to throw away the old garment, pour out the old wine or try to change your sense of identity and purpose; you just have to change your point of view to suit reality.” - Rev. Vincent T. Freeh, MSC

Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at:

Friday, February 1, 2013

BIG’s Blog: If You’re Going to Retire this Decade – Part Two

80%+ of fundraising leaders are Baby Boomers - born 1946 to 1964. It is not an exaggeration to say that the vast majority of those individuals will retire in the next ten years; most this decade.

What will their legacy be?

Ahhhhh...that's the question.

In my last blog (If you're going to retire this decade - part one) I wrote about the WISDOM that Development Directors have, but I made a very real distinction between Wisdom and Knowledge. New knowledge is constantly coming at us, and we either keep up or we fall behind. No leader can afford to fall behind, not least because ultimately THAT is what you get paid for.

Today, virtually every Development Director I speak to is privately worried that they don't really understand the online tools that are proliferating...Facebook, Twitter, LinkedIn, and on and on.  I estimate that 90%+ don't really use these tools (just having a Facebook page or Twitter account doesn't count), although I do urge them to start using the tools as familiarity breeds acceptance (you were thinking "contempt" weren't you). For leaders, that is REALLY NOT THE POINT.

What is the point? The point is understanding what these tools can do for your organization when they are orchestrated into a cohesive and comprehensive plan.

But back to your legacy.

The playing field of fundraising has changed. For my 86-year-old mother, keep doing what you are doing in how you communicate and talk about your organization to her. And yes, I am talking about using direct mail. But my mother is not your future. My 50-something wife is your forty-something brother is your 30-something tech guy is your future and my 20-something daughters are your future. Unless you reach are dead.

It doesn't matter how compelling your mission or ministry, if you don't connect to the Boomers, Gen X or the Millennials...YOU HAVE NO FUTURE.

Okay are the current leaders of your fundraising organizations.  What is your legacy going to be?

It is the ethos of our generation (I'm a Boomer too) that we change the world for the better. Of course now that we are in our late 40s, 50s, and 60s, we understand how to translate "change the world" into change our little "piece" of the world. And "our little piece of the world" is that before we leave the stage...retire...we bring our fundraising organization into the digital age.


P.S. If you’re interested, or you know someone that might be interested, we will be holding a Webinar that introduces our new e-Learning program, Acquiring the Next Generation of Supporters. There is no cost for the Webinar but seats are limited, so if you’re interested in learning more, email me your name and I will personally see you get on the list.

Welcome to BIG's Blog!  Please feel free to forward this post to your friends and coworkers...and email me a comment at: