Nonprofit Financial Management Tips [Free Webinar]

Why Nonprofits Need to Learn More About ASC 606 and IRFS 15

Nonprofit financial management includes keeping abreast of FASB changes, and examining your accounting methods to ensure they coincide with the latest recommendations. In May 2014, FASB issued Topic 606: Revenue from Contracts with Customers. In it, plans were unveiled to require all entities, both public and private, to change how they accounted for revenues. Revenues were to be recognized when the entity satisfied the performance obligation with the customer. This usually means that when goods or services are transferred to the customer, the revenue can be recognized.

While much of the work of a nonprofit doesn’t fall under the new ruling, some of it might, which is why you should pay attention to the changes and evaluate your revenues accordingly. Activities typical of a nonprofit that might be considered under the new ruling include membership fees, conferences and seminars, subscriptions, tuition, products and services, advertising, licensing, sponsorships, royalty agreements, and federal and state grants and contracts.

Nonprofits seeking to learn more about the law should sign up for the forthcoming seminar from Intacct: The Impacts of ASC 606 on Subscription Businesses. This webinar will take place on Thursday, November 3rd at 11 a.m. PST/ 2 p.m. EST.

If you are currently using spreadsheets to manage your accounting, it will be almost impossible to comply with this law and IRFS 15 compliance, the effects of which will begin in December 2016.

The webinar is led by Tony Sondhi, a member of FASB’s Emerging Issues Task Force and an expert on revenue recognition. This is a unique opportunity not only to learn first-hand about 606 and IRFS 15 compliance but to learn from a well-known expert and member of the FASB task force.

At this seminar, you will learn more about the changes begun by these rulings, as well as information on how you can interpret and implement them for your organization. You will also learn more about the financial risks for subscription businesses. Many membership organizations rely upon a subscription model, which is directly impacted by these rulings.

According to the FASB document, “The core principle is that an entity should recognize revenue to depict the transfer of goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services.”

The AICPA has put together a good paper that outlines the requirements and delineates the steps to take under each. There are five basic steps to comply with the new regulation:

  1. Identify the contract with the customer.
  2. Identify the performance obligation within the contract.
  3. Determine the transaction price.
  4. Allocate the transaction price.
  5. Recognize the revenue when the entity satisfies the transaction.

Typically, step 5 occurs when goods or services are delivered satisfactorily to the customer.

The goal, of course, is to protect customers and to make it simpler and clearer for entities to recognize revenues. Many organizations are already using similar protocols, and for those organizations, making adjustments to satisfy the requirements should be simply. For others, it may take a deeper look at the way they are recognizing revenues, and shifting some of their processes.

Do You Need to Make Adjustments?

All nonprofits should assess their accounting practices and see how their revenue streams compare to the new rules. Organizations should also consider what, if any, impact this may have on their financial statements. It is a wise move as part of nonprofit financial management.

Keeping Abreast of FASB Changes

We have previously shared details of the proposed FASB changes taking effect in 2016. Any changes that impact your business should be noted and researched as soon as possible. Nonprofits, like other business entities, must comply with all requirements. Failing to do so can put your nonprofit at risk for losing its nonprofit status. You also risk falling behind in compliance issues, an important part of accurate nonprofit financial management.

More seminars are available to provide updates on various issues pertaining to accounting and nonprofit accounting and finance. You may view our complete list online.

Beck & Company

Beck & Company is an independent certified public accounting firm located in Washington, D.C. Founded in 1987, we specialize in the world of nonprofit institutions, helping them to navigate the complex world of finance and accounting. Our services are always personalized, and cost-effective for your institution. We welcome your inquiry or call.  Contact us today or call 703-834-0776 x 8001.

Tracking Fundraising Metrics: What Should You Measure?

Nonprofits who use fundraising tactics need to measure outcomes just as for-profits do in order to ensure that their marketing efforts achieved their goals. But what should you measure?

Taking a cue from our for-profit friends, we know that specific metrics around marketing campaigns are important: open rates on emails, click-through rates, and so on. Fundraising is no different. We want to measure how many people received fundraising messages, read them, and responded to them.

Here’s an outline of basic metrics to collect, track and review after your fundraising campaigns have ended. How many of these does your nonprofit track? How many should you add to your next campaign?

The Numbers You Need to Know: Fundraising Metrics

Most nonprofits are using email marketing to reach potential donors during fundraising campaigns. Email marketing offers a measurable marketing method that’s relatively easy for newcomers to the world of marketing math and metrics to understand.

Why bother tracking email marketing metrics? When you know your numbers, you know what’s working and what’s not. You can test different elements of the email, like the subject line or the pictures you use, to see which one spurs the most people to open it and donate. You can learn from your campaigns rather than send them out with fingers crossed.

Let’s take a look at three important email metrics, what they mean, and how to track them.

First, a word about email marketing metrics: your metrics are probably sitting somewhere in the system you use to send emails out. This may be a CRM system, or an email provider like MailChimp, Constant Contact, or another company that helps you automate your emails. If you don’t have reports available, the formulas to calculate each rate are included below. They’re easy and can be done using just a calculator—no complicated math.

  • Open rate: The open rate for an email marketing campaign means how many people clicked and opened the email. This tells you that your emails are interesting enough to read, and that they are getting a reaction from people. The open rate = (emails opened/emails sent out).
  • Click rate: The click rate for a fundraising email campaign tells you how many people were interested enough to click the link in the email to visit your website. If you’ve asked them to click and donate, you can also compare the number of clicks to the number of donations and see how many people finished by donating to your cause or how many changed their minds after clicking the link and left before donating. The click rate = (emails clicked/emails sent).
  • Donor retention: Retention means you are keeping donors. It’s important to your organization because it means you’re continuing to both do the good work you intend to do and that you’re keeping your donors engaged and informed. It’s easier to solicit donations from existing donors than to find new ones, so the higher your donor retention rate, the better. You can calculate this number on your own (your email metrics probably won’t include this figure) by using the following formula: Donor retention = (repeat donors)/(previous donors).

Improving Fundraising Campaigns for Success: Register for Our Webinar

At Beck & Company, we want your fundraising campaigns to be successful. We’re offering a free informational webinar on Outcomes Measurement for your nonprofit. It’s more information on measuring outcomes. All outcomes, such as these marketing metrics, are important. Learn which operational outcomes and other metrics you should be tracking and how to harness data to improve your work. Visit our webinar page for more information.

Beck & Company provides consulting and accounting services to nonprofits. Contact us today or call 703-834-0776 ext. 8001  for more information on the services we provide to help your nonprofit thrive.

Tips to Help You Prepare for a Nonprofit Audit

Greater benefits require greater transparency, and the tax-exempt status of nonprofit organizations puts them at greater odds of an audit. The scrutiny required of a nonprofit’s finances and accounting is part of the trade-off for being a tax exempt organization. Donors and members trust you to fulfill your organization’s mission using their money, and in return, they expect reasonable use of their funds and clear reporting of how that money is used.

Who Requires Audits?

Depending on your organization and how it is funded, you may be required to perform a federal or state audit. The National Council of Nonprofits provides a list of states requiring an audit. This list changes frequently, so please check back with your state or your accounting firm for the current regulations.

Nonprofits that receive federal funding during a fiscal year that exceeds a certain amount (which can change annually) should keep an eye on whether or not they need an audit. Chances are good that you should have an independent audit conducted. Learn more about this requirement from the National Council of Nonprofits.

Preparing for an Audit

Preparing for an audit is a combination of common sense and detective work. Your goal should be to provide as much accurate documentation to the auditors as possible in a timely fashion so that they can go about their work without delay.

To prepare for an audit, you should:

  • Draft an engagement letter, which specifies the details of the independent audit that you have commissioned.
  • Meet with the auditing firm to ensure mutual understanding of goals, expectations and timelines.
  • Organize documents required for the audit.
  • Prepare folders for the auditors that include pertinent documents.
  • Read the “prep pack” provided by the auditors if they include one. A prep pack provides background on what you need to do to prepare for the audit.
  • Identify staff contacts for the auditors.
  • Schedule a meeting to brief the staff about the audit.

After the Audit: What to Expect

Depending upon the timeline you’ve set for the audit, you should receive the auditor’s report within a reasonable amount of time after the audit itself is completed.

The audit review committee, board of directors and senior staff should meet to review the initial draft of the audit. You can provide consolidated feedback, and request clarification of any findings. Then, the final audit can be prepared.

A good audit will identify any internal weaknesses or problems with compliance to generally accepted accounting standards and rules for nonprofits. Review the issues uncovered during the audit, and prepare a plan to respond and correct and problems. Operating inefficiencies discussed in the audit documents should also be thoughtfully considered and corrected.

An audit may not necessarily uncover evidence of fraud, although inefficiencies and problems may point to fraud. It’s up to your staff and board of directors to follow through on any issues described in the audit.

A formal presentation of the audit report closes out the process. The board of directors and management may offer suggestions to fix any issues, which can be included in the auditor’s report.

Is It Time for an Audit?

Audits are an important component of proper nonprofit management. An audit shouldn’t be viewed as a burden, but rather a chance to improve your operation’s management and ability to fulfill its mission.

An upcoming webinar will discuss how the demands on nonprofit finance teams have continued to increase. Also, how you must create greater levels of transparency and visibility, enhance the governance of the organization, and strengthen decision-making and strategic focus – all while improving productivity. Click here to register for the Survival Guide for Nonprofit Finance Teams Webinar on Thursday, June 23rd at 11 AM PT/2 PM ET.

The team at Beck & Company can provide the expert insights into your finances and operations to help your nonprofit grow and thrive. Founded in 1987, the CPAs and consultants at Beck & Company understand the complexities and nuances of the nonprofit world. Please contact us at 703-834-0776 for a consultation.

FASB Set to Release Nonprofit Accounting Changes Summer 2016

The Financial Accounting Standards Board (FASB) is set to release the first wave of nonprofit accounting changes during the summer of 2016, according to an article in Accounting Today.

The article indicates that FASB has completed its assessment of the feedback received on Phase 1 of its intended changes. The organization appears ready to release the first set of accounting standards changes that will guide nonprofit organizations in the near future.

The changes are expected to significantly affect the way nonprofits report net revenue, as well as other less significant changes impacting how nonprofits report and account for their finances. This is the first major overhaul of the nonprofit accounting guidelines in over 20 years. The overhaul came because FASB recognized the changing face of the nonprofit sector, with newer types of nonprofits requiring a different view on accounting standards.

Nonprofits Prefer to Stay Flexible, In-Sync with For-Profit Accounting

One thing that surprised the people at FASB was the outpouring of feedback they received from the nonprofit sector. Typically, the standards board receives only a smattering of feedback when it requests public input. The nonprofit sector sent in 250+ letters detailing feedback on the proposed changes.

The biggest request was that FASB retain the flexibility it has previously allowed in nonprofit reporting. Another request that came over loud and clear was the desire for nonprofits, in similar industries as for-profits, to continue using accounting methods and standards in line with the industry itself, rather than based on tax status.

The goal of keeping both for-profit and nonprofit accounting models in sync is to keep their reporting methods clear and easily understandable by most people. Because many people are at least familiar with basic accounting concepts used by for-profits, by keeping the nonprofit model similar, donors and the general public can better understand the finances of nonprofits. Transparency is maintained as it pertains to financial records because the information can be understood more easily.

The Rollout Schedule: What to Expect                                                                     

As Phase 1 begins rollout this year, it will impact reports generated starting December 2017. Financial statements for the fiscal year ending December 2017 should follow the new guidelines, with early adoption permitted.

The Big Change: Two Net Asset Reporting Categories Instead of Three

The biggest changed planned for Phase 1 includes condensing the three net asset reporting categories into two. The current categories include unrestricted, temporarily restricted and permanently restricted. The two new categories will be donor restrictions and without donor restrictions. The “without donor restrictions” category replacing the former unrestricted category.

Other areas impacted by the changes include some minor tweaks in the reporting of investment returns, as well as liquidity and availability.

Help Navigating the Changes

An upcoming webinar will be discussing how the FASB and IASB have released a new revenue recognition standard – which will dramatically impact the financial processes of software companies. Although the effective date is several quarters away, you need to begin taking action now. Click here to register for the New FASB Rev Rec Standards, Actions You Should Take Now Webinar on Thursday, June 16th at 11 AM PT/2 PM ET.

It can be difficult to discern which changes may truly impact your nonprofit organization and which may be considered and evaluated for your particular needs. The professional CPAs and consultants at Beck & Company can assist you through these changes, helping you update your accounting standards to reflect your nonprofit’s financial models and goals. We invite you to contact us to learn more. Call us at 703-834-0776.

To Telecommute or Not to Telecommute? Telecommuting May Drive Productivity for Non-Profits

Telecommuting may call to mind images of pajama-clad workers surfing the net, but new information indicates that offering telecommuting as an option for non-profit workers increases employee productivity.

BizTech magazine reports that remote employees tend to work 20 percent more than on-site employees. They typically clock more than 40 hours per workweek, too.

Mobile technology has revolutionized how many companies view their workforce. Onsite workers clocking an average 40-hour workweek seem to be a remnant of our country’s industrial past, when workers punched a timecard and were paid hourly. Today’s workforce is more likely to seek flexibility in working hours and a better work-life balance, but are willing to work longer hours in exchange for that flexibility.

Currently, 45 percent of nonprofits offer some type of telecommuting policy. The benefit to employee productivity is enormous. Telecommuting employees are 20 percent more likely to work longer hours when engaged in projects from home, and will easily clock more than 40 hours when working on creative projects.

Nonprofits seeking to enact telecommuting-friendly policies need to understand the potential technology and budgetary ramifications. The technology needed to support a mobile workforce includes cloud-based applications, which can be easily accessed from any Internet browser, mobile phones, and laptops.

Some nonprofits have a ‘bring your own device’ policy, allowing workers to use their own smartphones, tablets and laptops to access company data, but with that policy comes a price. Nonprofits who allow workers to use their own devices to work on company systems must have higher security protocols in place to prevent accidental data breaches, viruses and malware from corrupting important systems and inadvertently sharing sensitive donor information, such as credit card numbers.

Telecommuting Employees Are Happier

Studies show that telecommuting employees are generally happier and more satisfied with their jobs than their onsite coworkers.  Satisfied employees tend to stay in their jobs longer, leading to reduced turnover and greater productivity.

TinyPulse, an employment survey startup, assessed 509 full time remote employees and data from over 200,000 other employees to create a portrait of the happiness and satisfaction of remote workers.

Remote or telecommuting employees ranked their happiness and job satisfaction much higher than their onsite coworkers. The only drawback to telecommuting they noted was a decrease in coworker relationships and a feeling of connection with coworkers. For some, this was a drawback. For those who are tired of office politics, it may be a benefit.

The Future of Nonprofit Employee Productivity

By 2018, it is projected that more than 2.5 million nonprofits will embrace mobile workforce management solutions. This reflects a 21 percent increase over today’s numbers. With that growing use of mobile technology, specific steps should be considered by nonprofit managers.

  • Create a structured telecommuting policy for employees. A written policy sets a common understanding of what is allowed (and what isn’t), and also provides a good recruiting benefit when attracting talent to your organization.
  • Update your software and systems with cloud-based solutions that are easily accessed via mobile devices.
  • Discuss security issues with your IT staff or consultants now. Make sure that sensitive data, such as donor lists, accounting and fund data, and employee data is protected with the best security you can install. Close the barn door before the proverbial horse escapes, not after.

The future seems to be one in which work, however it is defined, can be conducted just as easily from the bleachers at a child’s Little League game to an office downtown. Higher job satisfaction, flexible work arrangements, and personal investment into a nonprofit’s mission are all benefits for employees working at nonprofits. When employee productivity increases too, it’s a win-win for both employees and their organizations.

An upcoming webinar will be discussing how the demands on nonprofit finance teams have continued to increase. Also, how you must create greater levels of transparency and visibility, enhance the governance of the organization, and strengthen decision-making and strategic focus – all while improving productivity. Click here to register for the Survival Guide for Nonprofit Finance Teams Webinar On Thursday, June 3rd at 11 AM PT/2 PM ET.

Beck & Company provides nonprofit accounting and consulting services nationwide. Founded in 1987, our staff of CPAs and seasoned nonprofit experts can help you with audits, tax compliance and more. Please call us at 703-834-0776 for an appointment today.

Are You Keeping the Right Nonprofit Documentation?

I admit that Post-it® note sheets that adhere to virtually any surface are now my substitute of choice for retention. – Candice Bergen

While the humorous quote about Post-it® notes from Candice Bergen probably brings a smile to your face at the thought of Post-it® notes sufficing for record retention, the subject of which documents should be kept and for what length of time is one that is worthy of discussion for nonprofit organizations.

Donations Records

One area of note is donor gift documentation. It is a complex topic as shown by the several IRS publications that focus solely on this area. Nonprofit organizations that rely on donor gifts must be in compliance with the strict regulations regarding donations. The compliance rules and procedures allow the organizations to avoid penalties and retain their tax-exempt status.

The tricky part is that there are different regulations for the various donations. Donations can be in the form of money, vehicles, inventory, and investments, among other forms of gifts. For some organizations, there can be a basic type of donation that is usually received. However, when an organization continues to grow and gain more donors, the donations might take on a different look. An organization might normally receive monetary gifts, then one day a donor might show up with a vehicle donation, or there could be that donor who wants to donate a large tract of land.

These are real dilemmas for a nonprofit organization. It is wise to know not only what documentation you need to keep but also what documentation needs to go to the donor. Most donation documentation needs to be retained for ten years.

Who’s Who List

Nonprofit organizations also have special documentation requirements for detailing every relationship, whether that is

  • “disqualified” persons or those with conflict of interest—anyone who exercises control over the organization’s activities as well as member of that person’s family and owned entities,
  • related organizations or
  • donor advised funds—a distribution from a fund that results in excess benefits to specific people that can influence an excise tax on the recipient.


Other areas requiring retained documentation include:

  • Financial Records: Generally, financial records such as ledgers and schedules, bank statements and checks should be retained for ten years.
  • Conflict of Interest Policies: While the IRS does not require a written conflict of interest policy, they strongly recommend one.
  • Compensation Reviews: It is important to maintain documentation on compensation for all trustees, directors and employees. You need to have proof of proper compensation levels.
  • Public Inspection and Distribution of Form 990 and 990 T: Each annual information return needs to be available for three years.
  • Written Disclosure: Records disclosures are required when a donor receives goods or services in exchange for a single payment exceeding $75.
  • Employee Personnel Records: Employee personnel records should be kept for seven years after termination.
  • Volunteer Records: Volunteer records should be retained for three years.

Please note that this is not a comprehensive list of documentation and their retention requirements. As always, consult IRS regulations that are currently in effect or work with a nonprofit consultant who can help you maintain compliance.

Having clear documentation polices are critical to maintaining regulatory compliance and ensuring your nonprofit’s reputation. Lack of proper documentation can result in fines and penalties, temporarily restricted endowment funds and even removal of your nonprofit status. Don’t take that chance; stay up to date on documentation rules and implement practices that comply with them.

When you need professional expertise, contact Beck & Company. We have spent years learning the rules and regulations for nonprofit organizations and we work hard to stay apprised of all changes. We want to use our professional expertise to not only make your organization run more smoothly but also to help you succeed. Contact us today for a consultation.


Tips for Effective Nonprofit Social Media Programs

Using social media for a nonprofit organization offers untold opportunities to connect with and engage your community. While email and websites are important marketing channels, social media is the area of greatest growth for nonprofits. Facebook and Twitter are the preferred networks while nearly every other type of social media is used in some way by some organization. While most non-profits participate in social media in order to drive donations, there are many other reasons to invest in this area. In fact, last week, we talked about the importance of communicating your vision and mission and social media can be a great avenue to do this.

Social media provides a cheaper, faster and more effective way to get your story out whether that story is going to donors, volunteers or those you seek to serve. It helps your stakeholders to more easily share your story with their friends and acquaintances thereby building your community of supporters. To be successful in your social media program, follow these tips:

Social Media Tips for Success

  1. Be consistent. Your social media should be used consistently year round—not just for a specific event. Social media can be used to build and nurture the relationship throughout the year.
  2. Be visual. People react to visual media whether that is a moving photograph or humorous video. Sometimes it is easier to tell your organization’s story through pictures than with only words. It also emphasizes the importance of having a great design in your materials and website.
  3. Tell your story. Don’t just post great photographs. Use visuals to tell the story of your mission. It is important that your story connects with people and causes them to take action.
  4. Involve your volunteers. Your volunteers may be the most powerful venue for sharing your message. When they share on behalf of your nonprofit, your message goes further. Include this task as part of the volunteer job. In fact, creating volunteer social community managers who get the word out when you have content to share could have an enormous impact.
  5. Be social. There’s a reason it’s called “social” media. Don’t just put out content, but interact with the people. Ask questions and respond to them. Express appreciation and show that you care.
  6. Be balanced. Don’t just shout your message. Social media is about conversation. So besides announcing your own events and asking for donations, share other information as well. Share content from related organizations and recognize your supporters, volunteers and employees.

Many nonprofit software programs include social media in order to increase collaboration both within the organization and without. Beck & Company, Certified Public Accountants and Business Advisors, can help you choose the best technology for your organization. We are an accounting and consulting firm delivering specialized expertise, creative thinking, and unsurpassed service to ensure that our clients’ endeavors flourish. Ultimately we want to see your nonprofit reach its goals and we would love to help you. Contact us to learn more about our specific nonprofit services.

To learn more about collaboration tools to streamline communication and coordination across departments, locations and practice areas and other ways to improve operational efficiency, join our webinar: Transforming Financial Management in Nonprofit Healthcare, Tuesday, May 17, 2016 at 11 AM PT / 2 PM ET. Learn more and register here.

Motivate Nonprofit Stakeholders with a Strong Vision and Mission Statement

Are you using your nonprofit organization’s vision and mission statement to motivate your stakeholders? Employees, volunteers and donors should all know your vision and be working together to attain it. Likewise, an effective mission statement, properly communicated, should help your organization stay focused on the goal.

Why are Vision and Mission Statements Important for Nonprofits?

A nonprofit organization needs both vision and mission statements to inspire, define and communicate to its stakeholders. Clear, agreed-upon goals are a characteristic of successful organizations. Without vision and mission statements, nonprofits may be wasting time chasing after unrelated goals.

A vision statement for nonprofit organizations should be more than just empty words. Instead it should draw a picture of what the world will look like if your organization’s purpose is fulfilled. When you have a strong vision statement it should motivate employees, volunteers and donors to strive for a common purpose.

The mission statement for nonprofits lays out how your organization is going to make your vision happen. Without the “how”, your nonprofit vision is just words. Your mission statement should serve as a motivator, but in addition, it should provide clear direction on how employees, volunteers and donors are a part of fulfilling your purpose.

A simple way to explain the difference between a vision and mission statement is that a vision statement is why the organization exists and the mission statement is how your organization is going to make that vision happen.  Jack Welch said, “You’ve got to eat while you dream. You’ve got to deliver on short-range commitments, while you develop a long-range strategy and vision and implement it. The success of doing both walking and chewing gum, if you will. Getting it done in the short-range, and delivering a long-range plan, and executing on that.”

How to Create a Vision Statement

If you don’t have an effective nonprofit vision, it’s time to make one. If you do have a vision, is it effective? Consider these these questions in creating or revising your vision.

  1. Does your vision inspire enthusiasm and commitment?
  2. Is your vision unique to your organization? Does it reflect your values?
  3. Is your vision ambitious enough to be a worthy goal?
  4. Is your vision future oriented?

How to Create a Mission Statement

Your mission statement should clearly state the business of your nonprofit. It should be concise and short and address these questions:

  1. Who is your organization—your name and type of agency?
  2. What does your organization do?
  3. Who are the beneficiaries of your services?
  4. Where do you provide your services?
  5. What are your values—the beliefs you hold in common and endeavor to put into practice?

Communication is Vital for Success

Your vision and mission statements can only motivate and guide your stakeholders if they are communicated well. The vast majority of nonprofit employees and volunteers cannot state their organizations purpose. When your vision and mission are clear and articulate, they are memorable, understood and supported by the entire organization. Not only should they be communicated to your internal organization, but they should be broadcast to your constituents and potential donors as well. Consider a broad marketing plan that may include social media, posters, brochures, web pages and advertisements to promote understanding and motivation.

Beck & Company, Certified Public Accountants and Business Advisors, wants to be your partner in accomplishing your vision and mission. One way we do that is to provide convenient, easily accessible, monthly webinars for your organization. This month, take a look at this webinar, Financial Reporting—Is Your Nonprofit Seeing the Full Picture? In this live presentation on Thursday, May 11, 2016, you will learn ways to provide clear, accurate information on budgets, grants, outcomes and more to your stakeholders. Register here.

Contact Beck & Company today for a nonprofit business planning consultation. We want to put our many years of professional expertise to work for your organization.