Hello my name is Justine 👋

I’m a Fractional CMO helping CEOs & Founders of startups and nonprofits SDGs-focused launch and grow their marketing functions.

Let me show you what I can bring To your organization 👇

My Experiences

I will bring over a decade of marketing and growth experience to your organization. My superpower lies in bringing calm to chaos, honed in fast-paced startup environments.

Fractional Head of Growth/Marketing | Specializing in Climate & SDG-focused Startups and Nonprofits

I am a dedicated Fractional Head of Growth and Marketing, partnering with mission-driven startups and nonprofit organizations to strategically amplify their impact. With a deep-seated passion for sustainability and development goals, I specialize in:

→ Strategic Development: Crafting tailored marketing strategies that enhance visibility and drive meaningful change.
→  Team Leadership and Mentorship: Mentoring emerging teams and providing interim leadership to foster skills crucial for growth.
→  Program Implementation: Initiating and leading significant marketing programs that boost stakeholder engagement and organizational loyalty.

Through my work, I aim to transform potential into success by focusing on innovative, impactful strategies that resonate with target audiences and further organizational goals.

Led and implemented the digital marketing strategy of the entrepreneurship & education programmes during the COVID period, with a focus on designing and implementing creative growth strategies to reach programmes’ audiences in saturated markets.

Recruited to drive and implement the social media strategy of the group,and progressed into leading the creation of a social media department serving the group and its multiple brands.

Assisted the CEO in improving brand positioning for European markets.

Hired to oversee and implement Desigual’s social media strategy in the French market. 4 months later, I was leading 3 more key geographies (Global, Latam, Asia) across 15+ social media accounts in three languages (French, English, Spanish).

Responsible for supporting Facebook’s new and existing SMB EMEA advertisers & agencies with a focus on the French market but also supporting Spain and ROE teams.
Helped clients and agencies to develop and optimise campaign strategies based on their needs with a clear objective, maximizing their ROI.

Joined Home Online Spain to support supporting the French market’s growth with targeted marketing tactics.

Rolled out the email marketing for students and led the product marketing launch campaign of a new innovative product for the industry (customized book cover sleeves for one of the main products of the ranges, the civil code.)

My expertise in marketing, growth, and communications grew over time through testing and experimenting
with multiple strategies and tactics

The marketing strategies and tactics that best fit your objectives.

Below is a brief overview of selected projects that I have led in various areas, along with their outcomes.

Empowering Visibility: Restructuring Brand Communication for Women as One

About the organization

Women as One is a non-profit organization dedicated to gender equality and the empowerment of women in medicine.

Problem Identification

The target audience of Women as One, primarily women in cardiology, had limited understanding of the organization’s offerings, resulting in underutilization of services and resources.

Objective

Enhance the organization’s market positioning and clarify its offerings to increase user engagement and utilization of both the talent directory and the programs’ applications.

Solution Process

 

Market Research:

→ Objective: To gauge current perception and awareness among the target audience.

→ Method: Conducted focus groups with women in the medical field across various geographies.

→ Outcome: Identified key misconceptions and lack of awareness about the resources offered.

 


 

Strategy Development:

→ Positioning: Revamped messaging across all communication channels to highlight key offerings and value propositions.

→ Content Strategy: Overhauled web and print content to ensure clarity and consistency.

→ Webinars: Launched a series of webinars to showcase the talent directory, increasing visibility and user interaction.

 


 

Budget Constraints:

Issue: Limited funds necessitated highly efficient use of resources.

↪ Solution: Optimized advertising spends and focused on high-impact, low-cost strategies such as organic growth tactics and targeted webinars.

Team Training:

Issue: The existing team needed guidance on effectively communicating the value of Women as One.

↪ Solution: Developed and led training workshops to educate the team on new positioning strategies, ensuring consistent and compelling communication.

Key Results

+72%

Webinars designed to showcase resources saw an 72% attendance rate, significantly boosting user involvement and satisfaction

+80%

Post-campaign surveys indicated a 60% improvement in the target audience's understanding of what Women as One offers.

Optimizing Operations: Implementing Microsoft 365 at Women as One

About the organization

Women as One is a non-profit organization dedicated to gender equality and the empowerment of women in medicine.

Problem Identification

Women as One operated remotely but lacked integrated online communication tools, leading to inefficiencies and high operational costs due to the use of multiple disconnected tech solutions.

Objective

Reduce operational costs and streamline processes by restructuring the organization’s technology stack with the implementation of Microsoft 365.

Solution Process

 

Process:

→ Tech Stack Audit:

  • Objective: Identify inefficiencies and redundancies in the existing tech stack.
  • Actions Taken: Conducted a comprehensive review of all current technologies used across departments.
  • Outcome: Highlighted multiple tools that were redundant, underused, or inefficiently used, which inflated costs and complicated processes.

→ Implementation of Microsoft 365:

  • Objective: Consolidate various tools into a single, cohesive tech platform to enhance communication and collaboration.
  • Actions Taken:

▫ Selected Microsoft 365 for its comprehensive suite of tools that support seamless communication and collaboration.

▫ Phased out redundant tools and migrated essential data and processes to Microsoft 365.

▫ Trained staff on utilizing Microsoft 365 to its full potential, focusing on Teams for communication and SharePoint for document management.

  • Outcome: Successfully replaced multiple disconnected tools with Microsoft 365, centralizing operations into a single platform.

 


 

Challenges:

→ Resistance to Change:

  • Issue: Initial resistance from team members accustomed to the old tools.
  • Solution: Conducted hands-on training sessions and demonstrations to showcase the efficiency gains from Microsoft 365, thereby easing the transition.

 

→ Data Migration:

  • Issue: Safe and secure transfer of data from multiple platforms to Microsoft 365.
  • Solution: Implemented a phased migration strategy to ensure data integrity and minimize workflow disruptions.

Key Results

58%

Achieved a 58% reduction in operational costs by eliminating redundant tools and consolidating processes.

50%

Enhanced collaboration among team members, evidenced by a 50% reduction in the time taken to complete collaborative projects.

Enhanced Security and Compliance: Centralized data management improved data security and compliance with industry standards.

Streamlining Operations: Integrating a Unified CRM Platform for Clean Cities

About the organization

Clean Cities is a new European movement, backed by Transport & Environment, which aims to encourage cities to transition to zero-emission transport by 2030

Problem Identification

The client needed a new, user-friendly Customer Relationship Management (CRM) system capable of consolidating multiple communication functions into a single platform, while also providing enhanced analytics and GDPR compliance.

Objective

Reduction in time spent on communications tasks and data management per team member per month.

Solution Process

  1. Need identification & Tech stack audit
  2. Market audit and vendor recommendation
  3. Vendor selection & implementation
  4. Handover & support

 

→ Technical Audit:

  • Objective: Evaluate the current CRM solution’s effectiveness and limitations.
  • Outcome: Identified inefficiencies in data handling, task execution, analytics capabilities and GDPR compliances.

 

→ Team Interviews:

  • Objective: Understand the team’s specific needs, challenges, and expectations regarding a new CRM.
  • Method: Conducted group and one-on-one interviews with internal team members.
  • Outcome: Gathered detailed insights that informed the Product Requirements Document (PRD).

 

→ Vendor Selection Process:

  • Pre-Selection and Demos: Shortlisted vendors based on initial criteria and reviewed detailed demos to assess capabilities.

 

→ Contract Negotiation and Onboarding:

  • Finalized the vendor list, negotiated contracts, and implemented the CRM with full team onboarding and training.

 


 

Challenges:

→ Budget Constraints:

  • Issue: Limited budget for new software acquisition and integration.
  • Solution: Prioritized essential features, negotiated contracts that included training and support within the agreed budget.

 

→ Technical Proficiency Variance:

  • Issue: The team’s varying levels of tech-savviness required an accessible yet powerful CRM.
  • Solution: Selected a CRM with an intuitive user interface, customizable usability levels, and extensive support resources.

Key Results

40%

40% reduction in time spent on communications and data management tasks per team member.

90%

High user satisfaction scores post-training, with 90% of the team confident in using the new system.

100%

Achieved a 100% adoption rate within the first month after the training sessions.

Proactive Reputation Management: Crafting Mantu’s Online Monitoring Platform

About the organization

Clean Cities is a new European movement, backed by Transport & Environment, which aims to encourage cities to transition to zero-emission transport by 2030

Problem Identification

Mantu needed a robust system to monitor online mentions comprehensively on two targeted platforms to quickly respond to reputation risks and manage its public image actively.

Objective

Develop a platform capable of crawling 100% of online mentions to enhance reputation management and mitigate potential risks.

Solution Process

 

Platform Development:

  • System Implementation: Developed and deployed a custom platform designed to track, analyze, and report online mentions across various digital media sources.
  • Integration: Seamlessly integrated this platform with existing IT infrastructure for holistic management.

 


 

Challenges:

  • Data Volume Management: Handling the vast amount of data from multiple online sources without lagging or data loss.
  • Accuracy and Relevance: Ensuring the data collected is accurate and relevant, requiring sophisticated filters and AI-driven analytics.

 

Key Results

100%

Achieved 100% coverage in online mention monitoring, significantly reducing the risk of reputation damage.

Gained valuable insights into public perception, allowing for more informed strategic decisions.

Centralizing Influence: Establishing Mantu’s Dedicated Social Media Department

About the organization

Mantu is an independent global consulting player. They connect and power companies with leading teams and technology to succeed faster and sustainably.

Problem Identification

#1. Resource Scarcity: Mantu lacked the necessary staffing resources to support the diverse social media strategy needs of its group’s brands, hindering effective communication and strategic alignment.


#2. Inadequate E-Reputation Management: The group needed to enhance its investment in social media to effectively monitor and manage its online reputation. The absence of a dedicated department made it challenging to maintain oversight and respond proactively to reputation issues.

Objective

Establish a centralized social media department to efficiently support all brands within the group with their social media needs and to proactively manage the group’s e-reputation through systematic monitoring and strategic responses.

Solution Process

→ Department Establishment:

  • Initiation and Justification: Advocated for the creation of a centralized social media department by demonstrating the benefits of unified social media management and enhanced e-reputation monitoring through detailed risk assessment and ROI analysis.
  • Resource Allocation: Secured budget approval for staffing the department with social media professionals skilled in strategic planning, analytics, and crisis management.

 

→ Operational Setup:

  • Infrastructure Development: Implemented a state-of-the-art social media management system tailored to enable effective strategy deployment across multiple brands, facilitate real-time communication, and support robust analytics for reputation management.
  • Strategic Staffing: Recruited a team of experts including social media strategists, and community managers to ensure diverse brand needs are met and to foster a proactive approach to reputation management.

 

→ Strategic Implementation:

  • Unified Brand Strategy: Developed and standardized social media strategies across all brands to maintain consistency in messaging and enhance brand perception.
  • E-Reputation Framework: Established protocols for continuous monitoring of online mentions, utilizing advanced analytical tools to detect potential issues early and respond swiftly.

 


 

Challenges:

→ Leadership Conviction:

  • Issue: Gaining executive support for the significant investment required to establish and staff a new department.
  • Solution: Outlined the strategic necessity and demonstrated how social media can be a driving force for business, while also highlighting the potential negative implications of inadequate social media management and e-reputation risks through scenario-based planning and forecasting.

 

→ Budget Constraints:

  • Issue: Obtaining sufficient financial resources to hire the required staff and deploy necessary technologies.
  • Solution: Presented a phased financial plan that highlighted incremental investment and detailed the long-term savings and brand value enhancement stemming from effective social media and reputation management.

 

→ Integration and Adoption:

  • Issue: Ensuring smooth integration of the new department with existing communications and marketing teams and their adoption of the centralized system.
  • Solution: Initiated integration meetings to familiarize teams with the new social media protocols and tools, emphasizing collaborative benefits and streamlined processes.

Key Results

50%

Successfully staffed the social media department, leading to a 50% improvement in response capability across all brand strategies.

35%

Achieved a 35% reduction in overall social media management costs through centralized operations and strategic resource allocation.

Elevated stakeholder satisfaction with social media outcomes, reflecting better brand representation and proactive reputation management.

Bridging Silos: Enhancing Interdepartmental Collaboration at Mantu

About the organization

Mantu is an independent global consulting player. They connect and power companies with leading teams and technology to succeed faster and sustainably.

Problem Identification

There was a significant communication gap and misalignment between the Marketing and Recruitment departments, primarily due to discrepancies at the leadership level, which impeded operational efficiency.

Objectives

#1. Identify and address the pain points causing disconnection and misalignment between the Marketing and Recruitment departments.
#2. Develop and implement new processes to facilitate smooth, efficient collaboration between the two departments.
#3. Leverage leadership skills and ally strategies within the HR department to foster a collaborative environment.

Solution Process

→ Pain Point Identification:

  • Objective: Determine the specific areas where disconnect and inefficiencies occurred between the departments.
  • Actions Taken:
    • Conducted comprehensive meetings with members from both departments to gather insights on the issues at hand.
    • Analyzed communication flows and inter-departmental interactions to pinpoint inefficiencies.
  • Outcome: Successfully identified key pain points, including lack of common goals, inconsistent communication practices, and a misaligned understanding of departmental roles.

 

→ Process Re-engineering:

  • Objective: Create and establish new processes that enhance inter-departmental collaboration.
  • Actions Taken:
    • Developed a set of new processes that standardized communication and project collaboration between Marketing and Recruitment.
    • Introduced regular inter-departmental meetings and joint planning sessions to ensure alignment on projects and initiatives.
  • Outcome: Rolled out effective new operational procedures that were well-received and adopted due to clear guidelines and demonstrated efficiency gains.

 

→ Strategic Implementation:

  • Unified Brand Strategy: Developed and standardized social media strategies across all brands to maintain consistency in messaging and enhance brand perception.
  • E-Reputation Framework: Established protocols for continuous monitoring of online mentions, utilizing advanced analytical tools to detect potential issues early and respond swiftly.

 

Leadership and Ally Strategy Implementation:

    • Objective: Utilize leadership influence and identify allies within Recruitment to promote and support the implementation of new collaborative practices.
    • Actions Taken:
      • Engaged with key influencers and supportive figures within the Recruitment department to act as champions for the new collaboration processes.
      • Conducted leadership workshops and team-building activities to foster a better understanding and working relationship between the department heads.
    • Outcome: Established a robust network of support within Recruitment, which facilitated the smooth adoption of new practices and significantly improved inter-departmental relations.

Key Results

50%

Fostered a more inclusive and cooperative company culture as evidenced by a 50% decrease in inter-departmental conflicts and complaints.

Increased Inter-Departmental Communication: Doubled the instances of inter-departmental communications, which led to more cohesive project management and alignment on objectives.

Doubled the instances of inter-departmental communications, which led to more cohesive project management and alignment on objectives.

Organic Outreach Success: EIT Climate-KIC’s Social Media Strategy for the Pioneers Program

About the organization

EIT ClimateKIC is Europe’s leading climate innovation agency and community, bridging the gap between climate commitments and current reality.

Pioneers into Practice, an EIT Climate-KIC programme,  equips participants with practical tools needed to become the next generation of climate innovators and help to reach a net-zero society.

Problem Identification

Enhance program awareness and boost applications using a limited budget for paid promotions.

Objective

Significantly increase the visibility and appeal of the EIT Climate-KIC Pioneers program through an organic social media campaign that highlighted positive testimonials, articles, and videos from past participants.

Solution Process

 

→ Campaign Planning:

  • Content Strategy: Developed a content calendar from February 13 to June 6, 2020, which included quotes, testimonials, articles, and videos tailored to showcase the transformative experiences of Pioneers program participants.
  • Hashtag Integration: Utilized #Pioneers and #YourPathYourFuture hashtags to consolidate posts under a unified campaign, enhancing discoverability and engagement with user-generated content.

 

→ Execution:

  • Social Media Platforms: Leveraged Facebook, Twitter, and LinkedIn to share 89 carefully curated posts over 16 weeks.
  • Partner Collaboration: Promoted collaborative partners and pioneers, highlighting their contributions across various countries and focus areas, thereby enhancing the program’s credibility and reach.

 

→ Engagement Tactics:

  • Interactive Content: Encouraged interaction by integrating compelling calls-to-action in posts that invited social media users to learn more about the Pioneers program and apply.
  • Community Involvement: Engaged with users who used the campaign hashtags, fostering a community of advocates and increasing content circulation organically.
  • Partner Network Leverage:
    • Campaign Toolkits: Distributed comprehensive campaign toolkits to partners to enable effective promotion on their channels. These toolkits included promotional materials, guideline documents, and tracking links.
    • Webinars for Partners: Hosted informative webinars for all participating partners to explain the functionality and strategic use of the campaign toolkits. These sessions covered best practices for digital engagement, how to utilize provided materials, and ways to optimize the use of tracking links for measuring impact.
    • Tracking and Analytics: Implemented tracking links within toolkit materials to monitor engagement metrics and identify the most successful partners and tactics, providing actionable insights for ongoing and future campaigns.

 


 

Challenges:

→ Resource Limitations:

  • Issue: Conducting an impactful social media campaign without financial backing for promotions.
  • Solution: Focused on high-quality, shareable content and strategic hashtag usage to amplify reach organically.
  • Measurement of Impact:
    • Issue: Gauging the effectiveness and reach of an organic social media campaign.
    • Solution: Implemented analytics tools to track hashtag performance, user engagement, and overall campaign reach to assess and adjust tactics in real time.

Key Results

18946

Achieved an organic reach of over 18,946 social media users across Facebook, Twitter, and LinkedIn.

88%

#YourPathYourFuture alone recorded 88% positive mentions, reflecting successful communication about the program’s impact.

20%

The campaign directly contributed to a noticeable increase in program applications, from 630 in the previous year to 758, indicating a year-over-year improvement of over 20%.

If you are wondering what is like to work with me...

I have gathered a few pieces of feedback for you:

From employee to external partner, my commitment and engagement remain the same. I aim for excellence in everything I do.

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Interested in working with me ?

Here are 4 ways I can help you

You might not need full-time or long-term advisory support, or be ready to hire a full-time employee, but are looking for a part-time partnership or temporary collaboration. With my services, you will have the opportunity to design an ideal, flexible partnership.

For who?
My Fractional CMO service is designed for small to mid-sized organizations and startups in need of expert marketing leadership without the commitment of a full-time executive.

Nonprofit Organizations In Climate
My Fractional CMO/Head of Growth services are a perfect match for climate-focused nonprofit organizations seeking to expand their impact. I provide strategic marketing leadership and growth strategies that are crucial in advancing your environmental mission, ensuring your message resonates powerfully with your audience and stakeholders.

Startups Pre-Seed, Seed, Series A In Climate
For climate-centric startups in their nascent stages, my Fractional CMO/Head of Growth services are designed to catalyze growth and establish a strong market presence. I help you navigate the complexities of early-stage development, building solid marketing processes, running first experimentations and guiding you through critical growth phases to make a substantial environmental impact.

→ SDGs Focused Organisations
I specialize in crafting and executing growth and marketing strategies that align with your sustainability objectives, enhancing your ability to meet these ambitious goals and effectively communicate your commitment to a global audience.

 



When to Seek My Expertise
This service is ideal for businesses looking to scale, needing to refine their marketing strategy, or seeking to bridge a leadership gap in their marketing team.

Support For Businesses Not Ready For Full-Time Hire
Ideal for organizations that require expert marketing leadership but are not yet prepared to commit to a full-time executive position.

→ Building Marketing Functions From Scratch
Assisting organizations in establishing their marketing department, setting up processes, and laying down strategic foundations from the ground up.

→ Mentoring Junior Teams
Offering temporary senior leadership to mentor and upskill junior marketing teams, fostering talent development within your organization.

→ Temporary Leave Coverage
Offer a reliable solution for covering critical periods such as maternity or sick leave, ensuring continuity in your marketing leadership.

For who?
My Interim CMO / Head of Growth service is ideal for organizations seeking expert leadership to bridge a gap in their team, undergoing transitions (maternity leave, sick leave, marketing function creation), in need of specialized skills to boost growth, or looking to implement strategic marketing changes without the long-term commitment of a full-time executive.

→ Nonprofit Organizations In Climate
For climate-focused nonprofits, my Interim CMO/Head of Growth service provides seasoned leadership to navigate the unique challenges of environmental advocacy. I bring strategic marketing insights and growth tactics to amplify your message, engage donors and stakeholders, and drive impactful change.

→ Startups Pre-Seed, Seed, Series A In Climate
I offer the strategic guidance and hands-on leadership necessary to navigate early growth stages, build brand presence, and establish a strong market position in the competitive climate sector.

→ SDGs Focused Organisations
Organizations dedicated to achieving Sustainable Development Goals can leverage my Interim CMO/Head of Growth service for strategic marketing and communications leadership. I help align your growth strategies with SDG objectives, ensuring your marketing and communications efforts effectively communicate your commitment to global sustainability.

 


 

When to Seek My Expertise
This service is ideal for businesses looking to scale, needing to refine their marketing strategy, or seeking to bridge a leadership gap in their marketing team.

→ Support For Businesses Not Ready For Full-Time Hire
Ideal for organizations that require expert marketing leadership but are not yet prepared to commit to a full-time executive position.

→ Building Marketing Functions From Scratch
Assisting organizations in establishing their marketing department, setting up processes, and laying down strategic foundations from the ground up.

→ Creating Marketing Function Foundations And Team Transition
Assist in building the marketing function foundation, recruit the future marketing team, and facilitate a smooth handover to ensure long-term success.

→ Temporary Leave Coverage
Offer a reliable solution for covering critical periods such as maternity or sick leave, ensuring continuity in your marketing leadership.

For who?
→ Nonprofit Organizations In Climate
My Martech Advisory and Support services are ideally suited for climate-focused nonprofit organizations looking to leverage the latest marketing technologies. I provide expert guidance in selecting and utilizing the right Martech tools to effectively communicate your environmental mission, engage supporters, and amplify your impact.

→ Startups Pre-Seed, Seed, Series A In Climate
For climate-focused startups in early growth stages, my Martech Advisory and Support services are essential in building a robust digital presence. I assist you in navigating the Martech landscape, ensuring you have the best tools and strategies to effectively market your innovative solutions and establish a strong foothold in the competitive climate sector.

→ SDGs Focused Organisations
Organizations pursuing Sustainable Development Goals (SDGs) will find my Martech Advisory and Support services invaluable. I specialize in advising on and implementing Martech solutions that enhance your marketing efforts, ensuring your message about global sustainability resonates across marketing and communications channels and reaches a wider audience.

 


 

Why launch an Employee Advocacy Program?
Together, let’s create a positive impact and propel your organization to new heights of growth and success.

→ Solving Disconnected Tech Stack Issues
Identify and remedy the gaps in your current Martech stack that lead to inefficiencies or data silos.

→ Budget-Friendly Solutions
Develop cost-effective Martech strategies that maximize your budget without compromising on functionality and results.

→ Scalable Martech Solutions
Plan and implement Martech solutions that can grow with your business, ensuring long-term viability.

→ Choosing The Right Tools
Select the best Martech tools suited to your business needs from a wide range of options.

→ Integration Strategies
Seamlessly integrate various Martech tools with your existing systems for enhanced efficiency and to address issues of a disconnected tech stack.

For who?
This service is ideal for organizations seeking to leverage their greatest asset – their employees – in amplifying their brand’s reach and authenticity. It is perfect for organizations that value internal engagement and are looking to transform their workforce into brand ambassadors on social and professional networks.

→ Nonprofit Organizations In Climate
My Employee Advocacy Program is a powerful tool for nonprofit organizations in the climate sector, designed to harness the passion and knowledge of your team to amplify your environmental message. I help turn your dedicated staff into effective brand advocates, extending your reach and impact through their social media platforms.

→ Startups Pre-Seed, Seed, Series A In Climate
For climate-focused startups at the early stages of growth, my Employee Advocacy Program offers a unique way to boost your brand’s visibility and credibility. I empower your enthusiastic team to share your innovative vision and achievements, leveraging their networks to attract investors, partners, and customers.

→ SDGs Focused Organisations
Organizations dedicated to Sustainable Development Goals (SDGs) will find my Employee Advocacy Program instrumental in spreading their sustainability message. I enable your employees to become vocal ambassadors of your SDG commitments, effectively engaging their networks to drive awareness and action.

 



Why launch an Employee Advocacy Program?
Together, let’s create a positive impact and propel your organization to new heights of growth and success.

→ Showcasing Organizational Expertise
Increase visibility and demonstrate your organization’s expertise through content created by your experts.

→ Leveraging Team For Brand Ambassadorship
Help your team become brand ambassadors while also upskilling them in using social media for their career development.

→ New Talent Growth Levers
Utilize the program as a lever to attract new talent by sharing insights and experiences from your current team members.

→ Sales Enablement
Equip your sales team with resonant content, aiding in lead generation and conversion.

→ Authentic Brand Representation
Use authentic voices from within the company to build trust and credibility in the mark

They have trusted me with their goals will you join them ?

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