Post on 27-Jan-2021
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Shifting Philanthropy: An energizing and sustainable way to
conduct our work at its best
When people hear the word fundraising
What are some of the images, descriptors, perceptions of our work?
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We have created a world of sales minded and metric driven philanthropy
The more metrics, the more gaming of the metrics
The state of the profession
• Metrics mania• Rampant turnover • Morale suffering• Commoditization of something beautiful
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We have made a business…
of something once beautiful
• We are working in the shallow waters
We have surrendered the high ground
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Philanthropy is not about money
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The Philanthropic Road Less Traveled
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Caring/Sharing
(Dream makers/caretakers)
Four Basic Brain Drives*
Acquiring(Things/experiences)
Defending(Assets/family)
Learning(Dreamers/innovators/
entrepreneurs)
Propensity towardaccumulators
Propensity towardgivers/philanthropists
*From Driven, Paul R. Lawrence and Nitin Nohria, Harvard Business School, 2002
Drs. Dharol Tankersley, C. Jill Stowe and Scott A. Huettel, “Altruism is associated with an increased neural responseto agency,” Journal of Nature Neuroscience, 10:137-138, February 2007.
����� ������������������������Functional MRI Studies of Altruism
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Shift From Material to Spiritual
Ultimate Concerns Rise in the Value Hierarchy
• It has nothing to do with money and taking
Philanthropy is all about the essence of generosity and giving
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I ASK.YOU GIVE.I ASK.YOU GIVE.Rinse. Repeat.
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Philanthropic Evolution
Philanthropy and giving ourselves to others are important paths towards writing our moral
biographiesOr, as David Brooks asked: Are we building our resumes
or painting our eulogies?
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Philanthropy is not an untoward thing we do to benefactors but rather an important
walk we take with philanthropists … a new portal, a deeper well.
“We can either see ourselvesas mendicants or beggars, or…
Two views of our work
… see ourselves as moral trainers providing benefactorswith the opportunity to be generous and generative.”
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Stages of Philanthropy
Transactions
Ownership/PartnershipObligation Gratitude Relationship
QuidPro Quo
Transitions Transformations
Shift from philanthropy as an obligation to philanthropy as an important part of a well‐examined
life
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Talking, Selling, TellingListening, Learning, Discerning
Stop Telling and Selling and Start Compelling
The very nature of our work in philanthropy must never entail manipulation in order to move money from benefactors’ pockets to
ours, but rather a noble act of ethical inspiration to create partnerships for living
well‐examined lives.
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We are both forward-leaning and forward-thinking beings and as such require
spiritual points along the horizon upon which to fix our eyes.
Pull
• This is the lure of an attractive goal, or a strongly desired good, recognized by Plato and Aristotle as well as by many other great thinkers of the past … embodying a valued ideal.
• It attracts us and callsus to put forward ourgreatest efforts.
• The greater the ideal,the greater the powerit can have in our lives.
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Shift from raising dollars to raising sights
From needs‐based to vision‐based
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Shift from scarcity…
Scarcity
Scarcity speaks in terms of never enough, emptiness, fear, mistrust, envy, greed, hoarding, competition, fragmentation, separateness, judgment, striving, entitlement, control, busy, survival, outer riches.
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…to Abundance
Abundance
Sufficiency speaks in terms of gratitude, fulfillment, love, trust, respect, contributing, faith, compassion, integration, wholeness, commitment, acceptance, partnership, responsibility, resilience and inner riches.
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I – ThouAuthentic existence
I – ItObjectification
Martin Buber, Photo by Paul Schutzer, Israel 1960
Benefactor‐centric is I‐Thou
• We would never ask you for something that doesn’t match your values or passions
• We would never surprise you with an ask• Wherever possible we will co‐create a project of interest, and in some circumstances co‐create the budget
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Can money buy happiness?
Fulfillment Curve
FulfillmentFulfillment Survival
Money SpentMoney Spent
Adapted fromYour Money or Your Life
by J. Dominguez and V. Robin
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FulfillmentFulfillment
Enough
Money SpentMoney Spent
Adapted fromYour Money or Your Life
by J. Dominguez and V. Robin
Fulfillment CurveFulfillment Curve
FulfillmentFulfillment
Luxuries
Money SpentMoney Spent
Adapted fromYour Money or Your Life
by J. Dominguez and V. Robin
Fulfillment CurveFulfillment Curve
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FulfillmentFulfillmentAbundance
Money SpentMoney Spent
Adapted fromYour Money or Your Life
by J. Dominguez and V. Robin
Fulfillment CurveFulfillment Curve
Money SpentMoney Spent
FulfillmentFulfillmentThrough
PhilanthropyThrough
Philanthropy
MoneyMoney“Doing well”“Doing well”“Savoringthe world”“Savoringthe world”“Beauty”“Beauty”
MeaningMeaning“Doing good”“Doing good”
“Savingthe world”“Savingthe world”
“Truth”“Truth”
Adapted fromYour Money or Your Life
by J. Dominguez and V. Robin
Fulfillment CurveFulfillment Curve
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50 Years of Happiness Research
• Money is connected to happiness only when it takes people who face real threats such as poverty to a place that is relatively safe
• Daniel Kahneman psychologist and economist: Happiness is connected to money up and until about $75,000 (Thinking Fast and Slow)
• Difference in buying things and buying experiences• Primitive dopamine system rewards us when we help/give to others
LESS MORE Selling
Dense textFocus on money, metrics
About our agendaPresenting, pontificatingLeading with our heads
Fear mentalityAdvisory boards
CampaignsTransactional
Vehicles
CompellingImages, graphics, Focus on meaning, valuesAbout benefactor’s ideasListeningLeading with their heartsJoy & abundance mentalityMeaningful engagement strategiesCampaigns of 1RelationalVision
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“I havea strategic
plan!”“I have
a dream!”
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“God gave me one big
head for big ideas.”
“God didnot give me
a spare little head
on my shoulders for little ideas.”
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“So don’t bring me
little ideas.”LeslieGonda
“So what attracts Steve Case’s attention?”“I like big ideas. I don’t like little ideas.”
‐Case, Entrepreneurs, Oct. 12, p. 34
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Impact, impact, impact
Why benefactors give and why they stop giving
There’s ROI and ROI
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Thinking in PRVUs
Where do bigger ideas come from?
Creating the conditions for more aspirational and inspirational philanthropic conversations
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Big Ideas Step1:
Traditional StructureStep1:
Traditional StructureStep 2:
Connective Tissue Step 2:
Connective Tissue Step 3: Big Ideas Step 3: Big Ideas
DOM Eye Center Reg. Med Cancer center
DO DODODO
Themes vs. Priorities
Silos and big ideas
Weaving horizontal threads across vertical silos.
What if questions
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“Imagine the best possible outcome without regard to any constraints or uncertainties about your ability to achieve that outcome.”
— Toni Lynn Chinoy
Imagine if money and politics weren’t a concern...
BHAG
There is no shortage of philanthropy for Stout, but there might be a shortage of big
ideas‐that is your responsibility‐to mash/connect/stir up and concoct big ideas
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Leaders use compasses:Vision
Where is your department/institution heading?How can benefactors help get us there?
Thinking bigger and bolder
• 3000 foot view‐ The vision. What if? Can you imagine?• 300 foot view‐The strategy. Why us? Why now?• 30 foot view‐The opportunity. How will we achieve this?• Scale • Bundling projects/ideas into centers
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300 ft.
3 ft.
Cure Age‐related Macular Degeneration
Stem Cell Research
Chairs, Professorships, Lectureships
Introducing bigger narratives
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Focus on the why for giving
Ask the questions…. “and why is that important, and what if…”
“They invited us to create something important…
“It was a sweet and sentimental idea”‐Laura Bush
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Context and Scale
Your values are shown through your calendar and checkbook
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So, if you are open to openness regarding philanthropy and medical care…
What next?A conversion experience and a case
Mark Ernest
Why might internal medicine be philanthropically compelling to patients?
What might be a big idea for your department?Other individual/group questions‐Mark?
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Leadership and major gifts
• Major gifts programs‐ essential to your departments• Top down approach‐ vision and leadership • Campaigns of one• Trajectory‐velocity‐accelerant• Events vs. engagements• Strategic board recruitments. Volunteers or staff driven?• Think big, start small, move fast• Collaborative mindset
No one “owns” benefactors
Ashel’s storyIs this the most meaningful gift this
benefactor might give?
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The Rule of Thirds
Not all will be convertsOf turtles and race horses
The reluctant as celebrants
Honor and thank
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Be creative
• Find your entrepreneurial staff‐IP• Find your project managers‐GSD people• Stars into constellations• Patterns and gaps• Puzzles and puzzle pieces
Reducing the anxiety around fundraising
• Compelling case for support• Strategy and practice• Role definition• Practicing no surprise philanthropy• Going first where success is most likely
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Creating a culture of philanthropy
• Speak to abundance not scarcity• Do not focus on problems. Come from a position of your strengths• Ask: What will your department look like at its best? Be more aspirational and inspirational
• Envision success• Learn from mentors and others who have stories of success• Give to your level of comfort/ability
The role of leadership in the campaign
• Forward leaning attitude and spiritual points along the horizon
• Active language: Watch too many adjectives• Vision focused‐3,000, 300 and 30 foot views• Metaphors and storytelling• Info graphics and images• Celebrate, recognize and steward gifts
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The role of leadership in philanthropy
• See benefactors as genuine partners and co‐creators of s shared future
• Inspire and engage faculty and staff in visioning that future
• Make your department your #1 philanthropic priority and lead with a meaningful contribution
• Always lift up philanthropy• Budget true and committed time to the learn about philanthropy as a part of the healing process
The role of leadership in philanthropy
• Mining the organization for contagious messengers• No whining philanthropy• Excellence not perfection • Philanthropy is about the benefactor, their moral biographies. • What is important for them?• Self‐compassion and self‐care• Trusted and strategic advisors• Humor helps• Volunteers vs. staff focus fundraising
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The role of leadership in the campaign
• Hone and hone and hone the inspirational purpose of both Stout and the campaign
• Campaigns of one• Strategy is destiny• Culture eats strategy for breakfast‐get the culture right• No negative energy• Batteries included
Celebrate success
• Thank benefactors and recognize and steward them• Attend engagement gatherings• Check on how leadership is doing: encouragement and support the Stout team
• Bring your best energy to tasks• Expect set backs as part of stretching your reach beyond your grasp• Hope is not a strategy, but hope is vital• Imagine success
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What you should expect from your development colleagues
• No surprises• Excellent preparation• Strategy briefings• Asset management: You are the asset• Best practices
This isn’t about apples and oranges…
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…This is about apples and Tuesday!
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Are you fashioning stepping stonesor stumbling blocks for philanthropy?
The Choice