JHodge ACLGIM- Dec2018 Library/ACLGIM/Summit/JHodge-ACLGIM--Dec2018.pdfLearning (Dreamers/ innovators/ entrepreneurs) Propensity toward accumulators Propensity toward givers/philanthropists

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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




Fulfillment CurveFulfillment Curve

FulfillmentFulfillment

Luxuries





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FulfillmentFulfillmentAbundance






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”




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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

Documents

JHodge ACLGIM- Dec2018 Library/ACLGIM/Summit/JHodge-ACLGIM--Dec2018.pdfLearning (Dreamers/ innovators/ entrepreneurs) Propensity toward accumulators Propensity toward givers/philanthropists