Marc A. Pitman's Blog, page 40

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keeping the donors they already have

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(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

The Secret to Raising More in 2014

Every week, I have a conversation like this with a nonprofit leader:

Nonprofit Leader: "We need to find new donors." (As though there's a magic bullet, a secret place to find new donors.)

Me: "Why do you want to find new donors?"

NL (incredulously, like I'm an idiot): "Because we aren't raising enough money. We need more money so we need new, better donors."

Me: "How is your donor retention? Of the donors you got last year, how many do you normally keep this year?"

NL: "Our what?"

These are normally smart, talented leaders. But if they want to raise more this year than they did last year, they're focusing on the wrong thing. If a farmer only focused on what his fields could yield this year, he'd slash-and-burn the field. But we now know that slash-and-burn isn't sustainable. Neither is an exclusive focus on getting new donors. It's always more expensive to "get" new donors then it is to grow relationships with existing donors!

Startling Facts

We need nonprofit leaders who'll see donors as people to have longterm relationships with rather than a one-off financial transaction. Check out these facts:

Getting donors to give again is proven to grow revenue

Tom Ahern shares a study from the Agitator that showed an organization with 5,000 donors keeps just 10% more, they'd raise an additional $175,000! 10% retention with 10,000 donors leads to an additional $350,000 to the bottom line. Donor retention is worth investing in.

Donor retention is down to 27%

Despite donor retention being proven as the easiest way to grow fundraising, the typical nonprofit in the USA is now only keeping 27% of donors! Think of it this way: Write out a list of 20 new donors you got in 2013. Now take a Sharpie and cross out 15 of those names. As Adrian Sargeant says in his section of The Donor Retention Project, for profit businesses would go bankrupt if they only keep 5 of 20 customers!

Board members should be up in arms about this! Can you imagine losing 75% of your customers each year? Or having every stock you purchase lose 75% of it's value each year?! That's not just a leaky bucket. That's like a bucket with it's bottom rusted out!

As Blackbaud's Chief Scientist Chuck Long says:

"...donors should be considered assets much like a nonprofit’s endowment."

Do This One Thing

Nonprofits are now in the wonderful mess of acknowledging all the year-end gifts. Donor retention starts here! The gift is just the start of the relationship. How you communicate with the donor from now on will set the stage for future gifts.

If you do nothing else differently this year, do this one thing: make thank you phone calls. Seriously! I can already see some of you rolling your eyes. "I don't have time for that, Marc!" Nonprofit leaders tell me these types of calls are the most uncomfortable for them. They just can't see how it's worth their time.

Thank you calls have no agenda other than gratitude. Than treating the giver as a human being, not an ATM. In light of the facts stated above, this is definitely worth your time! It's increasing revenue and building stronger advocates for your organization!

How To Do A Simple 3-Minute Thank You Call [A Script]

For the last few weeks, I've been teaching my coaching clients how to do their thank you calls. Here's the script I've been giving them.

Hi this is [your name], from [your organization]. I'm calling just to say 'thank you' for your gift last December. We really appreciate your helping us [mission related benefit]."

After you say that, pause. People will fill in a void of silence. If they are not interested in chatting, they'll say something as simple as "Your welcome." It's perfectly fine to reiterate your thanks and end the call.

If they are interested in being conversational, go ahead and ask questions like:

What first got you interested in the [the nonprofit]?

Do you support other causes like ours?

Who else should do you think we should be talking to about supporting our work?

These questions work well in this order. I've had people share lots of their information and interests with me. The key is to being genuinely interested in them and their point of view.

It can be helpful to end with something like:

"If I can ever [be of assistance/show your our work/help you], please let me know. My number is [your phone number]. And, if email is easier, my email is [your email]."

Thank you calls only need to be about 3-minutes each. (Check the second point on Tom Ahern's blog post.) If the donor wants to talk longer, that's a bonus. And, you'll leave a lot of voice mails. But those are great too.

Schedule Time Now

I've often heard it said that you can see what people really value by looking at their checkbook and their calendar. Ignore what they say they value and look at what they're spending their money and their time on.

Do you say you value donors? Prove it by setting aside time each week this year to make thank you calls.

Do it now.

Want to know more on donor retention? Here are three sources:

12 Super Simple (but Effective) Donor Retention Tips : This blog post features pithy comments from a dozen of us about our best tips on donor retention.

The npEXPERTS Donor Retention eBook : Blackbaud pulled together their group of "npEXPERTS" and asked us to each write on donor retention. Go to https://www.blackbaud.com/nonprofit-resources/npexperts to see if it's been released.

The Donor Retention Project : We invited an ensemble of a dozen experts to share their best secrets for keeping donors giving year after year. The Donor Retention Project includes all 12 interviews and 12 detailed booklets sharing exactly how to implement each strategy. You definitely should check this out. Donor retention will definitely jazz up your fundraising effort! http://DonorRetentionJazz.com/.

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

Top 13 Readers Favorite Fundraising Coach Posts from 2013

Happy New Year!

A record number of people came to FundraisingCoach.com for fundraising help in 2013. Here are the the top 2013 posts based on website traffic! They cover everything from social media tips, to strategies on year-end fundraising, to how board members can be effective askers.

Top 13 Fundraising Posts Written in 2013


Content calendar templates for social media

Content calendars can help bring consistency to your social media outreach. Here are 5 types of calendars. And there are more in the comments!


21 Social Media Tips for Nonprofits from Top Experts

I asked some of my colleagues who are social media experts what they would suggest nonprofits do to improve their social media outreach. Here is there advice! Again, there's more conversation in the comments.


The Secret Behind Year-End Fundraising Fall Appeals

Letters are a staple in fundraising. And can be quite effective. But only if you observe rules like these.


What an Effective Email Fundraising Subject Line

This post about an email appeal subject line that impressed me got a lot of readers thinking about how they could improve their appeals too!


Throw Statistics Out of Your Fundraising Letters

Writing fundraising letters isn't rocket science, but it is counterintuitive. One of the biggest things you need to learn is to throw out statistics. This posts shows you how.


16 Experts Tell You How To Keep Your Donors Wanting To Come Back

Back in February, I was privileged to host the Nonprofit Blog Carnival. I asked how nonprofits could keep their donors wanting to come back. There are great tips for donor retention in this post!


3 Ways to Jumpstart Year End Giving by Planning Your Fall Fundraising Now

In my experience, most nonprofits wait far too long to plan their year end fundraising. So last June, I share these three ways for you to get ahead of the curve. (It's ok to start thinking about next December now!)


[Guest Post] 15 Fundraising Mistakes That Have Already Been Made for You

From time to time, I like introducing you to my colleagues. This post by Tom Harrison, the CEO of Russ Reid. He shares 15 things that nonprofits have proven to be mistakes. Since they've made them, you don't have to!


Does Amazon's New "Smile" Mean a Windfall for Your Nonprofit's Year-end Fundraising?

I haven't heard that Amazon's new "Smile" program has significantly helped nonprofits. But this post about it proved popular! Don't bank your fundraising on this program, but it may be worth seeing as an option to add to your mix.


Amazon is Giving Away My Book for Free Today

Last year, I wrote a book about how to getting started in social media for donor relations. The post about Amazon giving it away free seemed popular!


5 Surprising Fundraising Books for Your Summer Reading

Constant reading and education is one of the most important things for fundraisers to do. But it's important to have a good mix of leadership, people skills, and fundraising. Here are 5 picks you might want to put on your 2014 reading list.


7 Steps to Setting Up a Major Gift Solicitation Appointment

The largest gifts don't come from fundraising letters, and certainly don't come from social media. They come from major gift asks. Face to face. In this post, I show you how to get an appointment for an ask.


An Anonymous Letter to a Nonprofit Board Member on How to Fundraise

The 13th most popular post written in 2013 was my letter to an anonymous board member. This is what I would want to tell any board member about their importance and their innate effectiveness for fundraising. As a volunteer, you're more effective than you think!

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

[Guest Post] Fostering Positive Nonprofit Volunteer-Staff Relations

Today I'm glad to be able to introduce you too Victoria Michelson a freelance writer for Wild Apricot. When she's not writing, but she spends most of her time running races to support local nonprofit organizations in Boise, ID. I've asked her to share on how to improve volunteer-staff relations within nonprofits. Her three points would make great resolutions for your new year!

Fostering Positive Volunteer-Staff Relations

by Victoria Michelson, freelance writer for Wild Apricot

We all want everyone in our organization to get along, and in a perfect world, this would happen without any effort from the people in charge.

Sadly, we don’t live in that perfect world, and people serving an organization often need a little love and support to have a positive experience—even more to feel like they are in an environment where cooperating with others is not only the best option, but the only option.

Tensions, in my humble opinion, seem to most often arise between volunteers and staffers. Because of this, I now put more thought into fostering a better working relationship between the two groups, and I definitely invest more time and energy into making sure both groups are well taken care of.

Over time, I have developed a three-part strategy to help myself stay focused on creating the best possible experience for everyone involved in the organization. May you, too, keep these in mind, and may your organization be forever full of peace and cooperation.

Always Be Respectful

The Golden Rule from kindergarten still applies. Of course you’ll want to be respectful to everyone in your organization and everyone you come in contact with, but you’ll want to be extra careful to be equally respectful to staff and volunteers. Though they may have different roles and offer different things to the organization, they are equally valuable assets. Make sure everyone involved knows just how important they each are to your cause.


Facilitate Relatability

Because volunteers and staff may be involved in different aspects of the organization, they might not get an opportunity to get to know one another, or become familiar with what the other actually does. Consider creating space for them to build a community with one another. Appreciation parties are great means to this end. Worst case scenario, they can bond over cake.


Recognize the Importance of Others

Let both volunteers and staffers feel that they are appreciated and that their efforts don’t go unnoticed by recognizing achievements made separately, and by working as a team. Calling particular attention to accomplishments achieved through the cooperation and efforts of everyone will boost collective morale and foster the idea that great results happen through teamwork and a collective dedication to your mission.

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

Is there a Ron Newell in your donor pool?

Did you hear the latest story about an unassuming millionaire?

According to Foster's Daily Democrat, Ron Newell was a quiet truck driver in Dover, NH. He liked kids and animals, especially dogs.

Last August, Mr. Newell passed away at the age of 78. Last week, two nonprofits were told that he'd left them $550,000 each. Neither the Dover Children's Home nor the Cocheco Valley Humane Society were aware that he was doing this. He was a small donor to the humane society and had adopted a couple pets. And the director of the Children's Home said, "I never knew this man..."

Remember: Ron Newell's are everywhere

I love stories like this. In fundraising, we can become so bamboozled by apparent wealth that we forget to create systems that treat everyone well. People like Mr. Newell help us have, what I call, a "forced integrity."

You see, wealth is about how much money you save, not how much you spend. And there are quiet millionaires all over. The article reports that even Mr. Newell's companion of 42 years didn't realize he was going to do this.

So in the new year, remember to make phone calls of thanks to smaller donors. And to have planned giving information available on your website.

But most importantly, have the integrity to be gracious to everyone, regardless of their apparent wealth.

More stories of unassuming millionaires

Ron Newell joins the ranks of unassuming millionaires like Helene Whitlock Alley, Robert and Adrienne Westerbeck, James Ebbert, Jean Preston, Albert Lexie, and Richard Walters who've made substantial gifts to charity. To read their stories,go to: http://fundraisingcoach.com/tag/forced-integrity/.

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

How to do telephone fundraising in December

At this point in the year, you’ve already sent your direct mail fundraising letter. (You have, haven’t you?) So this can be an awful time, marked by nail biting and incessantly looking at database reports to see if anyone has given. It can feel like fundraising is totally out of your control.

But fundraising is not totally out of your control. This isn’t a time to coast!

Even if Christmas is something you celebrate, as I do, the good news is that you don’t have to wait on the whims of the postal service and donors giving habits. The phone can be your friend at this time of the year.

Here’s how.

How to make year-end follow up fundraising telephone calls


Create the list

Generally, you want to call donors known as LYBUNTS and SYBUNTS. These are people who’ve given “last year but unfortunately not this” (LYBUNTS) or “several years but unfortunately not this” (SYBUNTS).

Schedule time for batches of 10 -15 calls

I’ve said this often before, like in this quick video: 3 Easy Telephone Fundraising Tips. Batching calls makes it easier for you. The first couple calls take a lot of effort. By the third or fourth, you develop a bit of a momentum.

Be sure to set aside enough time for this. I’ve had clients take an hour to do this many calls; others have taken 2-3 hours. You need to factor in time not just for the call but for getting the phone number and leaving notes in the database.

How to start your fundraising call

”Hi this is [your name] calling from [your org] to follow up the letter we sent you.”

You can pause here to see if they’ll say anything. Often times, they’ll say something like “Oh yes, we received that.” Your goal is to re-engage them with the EMOTIONS that caused them to make their first gift. You might say something like “Did you like the story about _____?” or better “What struck you the most with this?” Whatever you say, work the brief conversation—keep it brief! Whether or not they’re chatty, get to:

“Will you make a gift before year end?”

And be ready to take the credit card information!

Leaving messages

Clients always ask me about whether or not to leave a message. In this day of cell phones and caller ID, I prefer to leave a message. It’s really annoying to get repeated calls from a number that doesn’t leave a message!

You could say something like:

”Hi this is [your name] from [your org] calling to follow up our year-end letter. Sorry I missed you. I’ll try back in a week or so. If you want to reach me before then, my number is [your number].”

This keeps you in control of the calling. And gives you an excuse to follow up in the odd time between Christmas and New Years. “As promised, I’m calling you back to follow up the letter we sent…”

You can take a vacation in January

December 31st is a crucial deadline for fundraising. Many organizations will make or break their budget based on the gifts that come in this month. If you’re a professional fundraiser, you need to act like a professional. Part of that means buckling down on calls now. Take your full week of vacation next month! (Click here to tweet that.)

Get to it! There are people to be called!

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

It's #GivingTuesday!!

#GivingTuesday is here!

Last Thursday was Thanksgiving here in the USA.

Last Friday was "Black Friday," the day retailers hope to sell enough to end the year in the black.

Yesterday was #CyberMonday, the online retail version of Black Friday.

Today is #GivingTuesday! (Backed by the United Nations Foundation, Giving Tuesday is intended to be a global phenomenon.)

Does #GivingTuesday spur giving?

It sure does! According to the #GivingTuesday site:

In 2012, we had more than 2,500 recognized #GivingTuesday™ partners from all 50 states of the United States. The collective efforts of partners, donors and advocates helped fuel a marked increase in charitable giving on GivingTuesday.

Blackbaud processed over $10 million in online donations on 11/27/12 – a 53% increase when compared to the Tuesday after Thanksgiving the previous year. DonorPerfect recorded a 46% increase in online donations and the average gift increased 25%. More than 50 million people worldwide spread the word about GivingTuesday – resulting in milestone trending on Twitter. Not too shabby, right?

What's your Giving Tuesday plan?

Do you have a plan for Giving Tuesday? This year there are around 8000 registered partners. But you don't need to be a partner to ride the wave.

If you don't have a plan, here are two options for today.

Jump in and ask

You can use #GivingTuesday as an excuse to ask your supporters to support your cause. This is perfect for your social media outlets like Twitter, Facebook, Pinterest, Google+, probably even LinkedIn.


Support others to get a feel for next year

An equally good, and not mutually exclusive, thing to do today is to support other nonprofits. Use your person and organizational accounts to support others in your sector. Social media works really well when you start promoting other people's posts. And this will give you an inside look at how other nonprofits respond. Take notes on what you like and what you don't like so you can be prepared 2014! (Hint: next year's #GivingTuesday will be December 2, 2014


You stand to benefit from #GivingTuesday

More and more media outlets are talking about #GivingTuesday. This is good news for you, even if you're not doing anything special for it this year. The more your donors hear about #GivingTuesday, the more they'll be spurred to think about year-end giving.

So when they get your year-end fundraising letter, the chances are good they'll have already done more thinking. I really think #GivingTuesday is one of those rare things the benefits everyone.

How are you celebrating giving today?

In the comments below, tell us how you're celebrating Giving Tuesday!

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

CyberMonday/GivingTuesday Special: A year of coaching "kicks" and a free coaching call!

For the past three years, Fundraising Kick has been helping nonprofit leaders raise more money than they thought possible!

Each week, Fundraising Kick subscribers get a short email with an extremely practical strategy for making 5-10 major gift calls that week. Can you imagine what a difference an additional 5-10 major gift calls each week will make for your program?

Bonus: Free coaching call

I decided to repeat a CyberMonday/GivingTuesday inspired special that I offered last year: buy a full year subscription to Fundraising Kick by the end of today, and you'll get a free 45-minute coaching session with me.

The Kicks are less than $10/month. And people regularly pay $500+ for coaching calls with me. But on December 2 and December 3, you get a call free with you sign up for a year of Fundraising Kick!

Hurry, this offer ends soon

To claim your free coaching, and your year of Fundraising Kicks, go to:

https://qc125.infusionsoft.com/app/orderForms/CyberMondayGivingTuesdayBonus

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

Is your nonprofit ready for #GivingTuesday?

Giving Tuesday is right around the corner. Does your nonprofit have a plan?

What is #GivingTuesday?

Here in the United States, the Friday after Thanksgiving has become known as "Black Friday"-- it's the day many retailers sell so much that they end the year "in the black." A few years back, online retailers decided to jump on this wave of sales by creating "Cyber Monday," the Monday after Thanksgiving.

Since most of these purchases are for gift giving, many nonprofit folks (and social media geeks) decided to test out "Giving Tuesday" on the Tuesday after the US Thanksgiving. I remember celebrating this in 2011, and the hashtag #charitytuesday has been around since at least 2009, but the GivingTuesday.org site says that the first annual Giving Tuesday was in 2012. Social media users tagged updates with the hashtag #GivingTuesday to help their posts stand out.

The results? Pretty impressive. The Huffington Post says that Giving Tuesday spurred 113% more donations than the previous year. Of course up until then, the Tuesday after Thanksgiving was fairly unremarkable. So that may mean the average nonprofit went from no donations to one donation! But as you can see from the infographic below, nonprofits raised some real money. And the average online gift jumped from around $62 to just over $100 on Giving Tuesday.

Jumpstart your year-end fundraising

It's a well known fact that we are now entering the most charitable time of the year. Not only do the holidays celebrate giving, but December 31 is a powerful deadline. Many nonprofits receive 30% to 50% of their budget in the final days of December.

One of the biggest mistakes I saw nonprofits make last year was to bombard our inboxes with stupid, "There's still time left" emails almost daily in the last week of December. As Google's recent study shows, donors are actually planning their year-end giving in September, not the last week in December. (Download Google's study here.)

It's a pre-made excuse to ask

One thing I love about #GivingTuesday is that it's a "pre-made excuse" to ask. This is something other organizations are doing, and something other media outlets are partnering with. So it's incredibly easy for a nonprofit to jump on board. And there's really no risk.

To develop a simple no-fuss plan in the next two weeks, I would:

Identify something specific your nonprofit needs

Make it something already in the budget, something that any additional money will help offset.


Make sure your "donate" page is ridiculously easy to find and to link to

Many nonprofits' donation pages have messy URLs. Make sure yours is easy to get to. And while you're there, make a gift yourself to see if there are any kinks in your online platform.


Get a match

Matches are powerful motivators. Donors love to know their gift will be used to inspire others to give. And givers love to know their $10 is resulting in $20 going to the nonprofit. And they make it much easier for nonprofits to keep reminding people. "Give today" is much less effective than "Yay! We only have $250 to go on the match." If you don't have a short list of donors that like to make matching gifts, ask your board to each pledge $100 or $1000. Then you can say, "Our board is matching the first $1,000 [or $10,000] given."


Alert your social media advocates

Notice I didn't say, "Post an update on Facebook." I mean contact the people that retweet and share your stuff the most. These may also be the people saying, "Why aren't you tweeting more?" Ask them if they'd start letting people know about the #GivingTuesday fundraising push on December 3.


Look around to see what media outlets are reporting on #GivingTuesday

This is a great time to partner with them. Don't brag about your project alone. Instead, brag about all the projects in the community that are jumping on this #GivingTuesday phenomena. This will make it more "news-worthy" for media outlets.


Get creative about updating people on the goal

You could have short videos recorded from a cell phone building up to #GivingTuesday. You could now post updates on your Facebook page. You could look around to see what others are doing. And you could check out the resources at GivingTuesday.org.

Of course, you could get far more sophisticated. The most successful online fundraising is organized and planned out with the same specificity as a special event: having a core volunteer team, using marketing and communications, creating compelling messages. These are best planned out weeks and months in advance. But the list above will get you started.

More #GivingTuesday Fundraising Ideas

Check out these pages for more ideas on how to harness #GivingTuesday:

GivingTuesday.org

John Haydon's Ultimate #GivingTuesday Checklist on his Facebook page

For Momentum's 10 Ways to Maximize Your 2013 #GivingTuesday Results (hat tip to Elaine Fogel)

Hubspot's 8 Essential Steps to Get Your Nonprofit Ready for Giving Tuesday

and Beth Kanter's Playbook To Kickstart Your Nonprofit’s #GivingTuesday Campaign


How is your nonprofit planning to capitalize on #GivingTuesday?

What are you doing to make the most of this fun day? Let us know below in the comments!

Did you come across this post while looking for a charity to support on #GivingTuesday? C.C. Chapman and I have been keeping the #GivingTuesday idea alive all year by highlighting great nonprofits each week at SocialMediaExplorer.com. Check out the #GivingTuesday posts.

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!

3 Things to Make Your Ask Easier

Don't be chicken about asking!

This is the time of the year to be asking people for money.

Based on conversations with clients from around the world, December 31 is a powerful motivator for people's giving. As I've been telling my Fundraising Kick members, you need to be out asking people between now and December 31! (Click here to tweet that.)

Here are three things you can do to make your next face-to-face appointment easier.

Set up the appointment correctly

I've previously detailed 7 steps for setting up a major gift solicitation appointment. A huge part of doing this right is telling the prospect that you want to talk to them about "your project" or "new developments" or "the project."

Letting prospects know specifically that this isn't just a "let's hang out" visit will help you enormously in the solicitation.


Let the prospect speak

One of the biggest mistakes CEO's and board members make in preparing for a solicitation is seeking the "perfect pitch" to give. They ask me for the phrases that make people give. And what the ideal timing is between different stages in the pitch.

Much of that is baloney.

There are a few things you can do to set the right tone for a solicitation: get the prospect to say "yes" a few times, not meeting at a distracted location like a restaurant, and being clear when setting the appointment that you'll be addressing their support.

But the largest part of the solicitation is shutting up. The 2 best times to shut up are:

When you first meet: let them talk about themselves! People are fascinating and have terrific stories to tell. And if you've set the appointment up well, they'll get to a point where they say, "Well, what did you want to see me about?"

When you've made the ask: you need to shut up and let the prospect process. They'll let you know they're done processing by...being the first to speak!



Practice the "ask" before you get there

I recommend each of my clients ask donor prospects for the entire gift, not the payment amounts. I'd rather have a prospect hear "$100,000" rather than "$20,000 a year for five years." Most people find it difficult to do math on the fly. Why make your prospect feel dumb? Just ask for the total amount.

Even if it's "$1000" ask for that. Then, when they're done processing the ask, you can share, "You know, $1000/year is really only $84/month, like a cell phone or cable bill."


Ask now, plan out 2014 later

Studies show 30% to over 50% of giving happens in November and December. Don't miss this season. If you want to coast, and enjoy the holidays, you're in the wrong business.

Get out there and ask!

If you want more on making the most of a solicitation, check out my post 5 Things Not to do at Your Next Major Gift Solicitation. And if you want a weekly Kick to get you out the door asking for money, check out Fundraising Kick emails.

(c) The Fundraising Coach, LLC

Get 100 donors in the next 12 weeks? Learn how: 100 Donors in 90 Days!