2012 Association of American Medical Colleges Annual Meeting

Transcription

1 2012 Association of American Medical Colleges Annual Meeting The Embracing Art: Re-Examining Our Work As Advancement Professionals Jason McNeal, Ph.D. Partner November 6, 2012

2 Overview of our Session Your Expectations An Introduction and a Quiz The Nature of A Gift Why Do Donors Give? The Embracing Art What Is Our Work...Really? Questions and Answers

3 What are you expecting from our time together today?

4 Introduction of Gonser Gerber LLP Comprehensive Advancement Consulting firm Naperville, IL Individually-crafted relationships Develop personalized partnerships to help you innovate and reach your highest destiny Consulted with almost 1000 organizations average lifespan of engagement is 5.5 years

5 Quiz Fill in the blank: My job is to

6 What is a Gift?

7 What is a Gift? A gift is the transfer of something without the expectation of receiving something in return.

8 What is a Gift? Something bestowed or acquired without any particular effort by the recipient or without its being earned

9 What is a Gift? A gift that does nothing to enhance solidarity is a contradiction.

10 What is a Gift? A gift costs the giver something real. It might be cash (enough that we feel the pinch) but more likely it involves a sacrifice or a risk or an emotional exposure. A true gift is a heartfelt connection, something that changes both the giver the recipient. Seth Godin

11 The Benefits of Giving Giver Receiver (Relationship)

12 Why Do Donors Give?

13 The Importance of High Net Worth Philanthropy 800 participant households At least $200,000 in income or $1,000,000 net worth Average wealth was $10.7m Represent 65-70% of all individual giving Source-Bank of America Merrill Lynch 2010 Study of High Net Worth Philanthropy

14 The Importance of High Net Worth Philanthr0py All Donors On Average Give 1.9% of Disposable Income* High Net Worth Donors Give 11.1% of Disposable Income** 46.5% have Charitable Provision in Will** *After Taxes **Source-Bank of America Merrill Lynch 2010 Study of High Net Worth Philanthropy

15 So, Why Do These Donors Give?

16 Giving will make a difference Feel financially secure Organization is efficient Support same organization each year Give back to community Same beliefs/values Volunteer for the organization Give spontaneously to support a need Remedy issues affecting me personally Religious beliefs Being asked Set example for young people Further legacy of parents Other Business interests What Motivates Giving Source: Bank of America Merrill Lynch 2010 High Net Worth Philanthropy Study

17 Motivating Donors The Golden Circle What? How? Why? Source: Simon Sinek

18 And, Why Don t These Donors Give?

19 Why Did They Stop Giving Too Frequent/Inappropriate Decided to Support Others Household Circumstances New Leadership No Longer Involved Program Completed Inaccurate Records % who stopped giving Source-Bank of America Merrill Lynch 2010 Study of High Net Worth Philanthropy

20 High Net Worth Giving Findings ½ gave their largest gift to operations 67% of couples confer Accountants (67.5%), attorneys (40.8%), and financial advisors (38.8%) are influencers. Source-Bank of America Merrill Lynch 2010 Study of High Net Worth Philanthropy

21 High Net Worth Engagement Findings Time, Talent, and Treasure ¾ volunteered 307 hours avg. Non-vols gave $46, hrs. gave $48, hrs. gave $75,662 Source-Bank of America Merrill Lynch 2010 Study of High Net Worth Philanthropy

22 Points To Consider People give to meet their needs, not ours Understanding and affirming the values and beliefs of donors motivates them to give We can control a lot of the reasons why donors decide not to support our institutions Engaging donors and those around them in your work helps encourage their generosity

23 The Embracing Art

24 The Embracing Art Advancement is more than simply an art and a science. Great art can be created alone. The momentous ah-ha moment of scientific discovery can by enjoyed individually. Advancement, though, is only productive when others are engaged and embraced. It is, by definition, a social process.

25 Who Should We Be Embracing? Those on your immediate team Those in your silo Those in your division Institutional leaders and faculty Volunteers Donors, Spouses, Partners, Confidants

26 Our Silos Alumni Relations Development Communications Advancement Services Primary role: Friend-raise New pressure: Performance Metrics How others describe them: Party-planners How they view themselves: It s all about the relationship Primary role: Gift Income New pressure: Raise operational gifts How others describe them: Moneygrubbers How they view themselves: Without money, nothing happens Primary role: Reputation New pressure: Enhancing Reputation through Branding How others describe them: Marketers How they view themselves: We influence behavior Primary role: Organize New pressure: Technology How others describe them: Controlling How they view themselves: Backbone of the enterprise

27 How Can We Practice The Embracing Art? 1. Be less professional and more human 2. Work more on relationships and less on tasks 3. Engage more and solicit gifts less

28 The Problem with Professionalism 1. Too easily modeled after industrialistic enterprises 2. Looks for best practices instead of favored approaches 3. Positions us as all-knowing, discouraging engagement of others in our work (internal and with volunteers) 4. Focuses us too heavily on what we should do, instead of who we should engage

29 Being More Human in Our Work 1. Engaging others seeking feedback 2. Actively listening 3. Meeting their needs first 4. Encourage the best versions of everyone around us

30 How Can We Practice The Embracing Art? 1. Be less professional and more human 2. Work more on relationships and less on tasks 3. Engage more and solicit gifts less

31 The Balance Between People and Tasks People Relationships Effective Advancement Tasks To-Do Lists

32 Listening To People

33 How Can We Practice The Embracing Art? 1. Be less professional and more human 2. Work more on relationships and less on tasks 3. Engage more and solicit gifts less

34 Engaging More, Asking Less Seek first to understand, then to be understood Habit 5, Stephen Covey If you want money, ask for ; If you want advice, ask for.

35 The Most Important Part of the Ask The cultivation

36 The Embracing Art: Understanding Their Interests The concept of Story-Listening

37 What Parts of Another s Story Are Important to You? What They are Really Trying to Accomplish Their Perception of Your Work Their Family Situation Their Business Situation Role of Philanthropy in Their Lives Other Institutions They Support Values/Hobbies/Interests

38 A Story of Engagement

39 A Story of Engagement The Story of Watering Tomatoes

40 Points To Consider Being a professional is not our highest calling We are at our most effective when we work more on relationships and less on tasks Story-listening, not storytelling leads is effective engagement Well-framed questions and empathetically listening create the stories

41 Understanding the Core Elements of our Work: The Benefits of Giving

42 Benefits of Giving - Physical Mother Teresa effect - David McClelland (1988) Remarkably, more anterior sectors of the prefrontal cortex are distinctively recruited when altruistic choices prevail over selfish material interests. (2006)

43 Benefits of Giving - Physical Helper's High -antidote to stress, chronic pain, and insomnia - ½ of participants felt stronger, more energetic

44 Benefits of Giving Physical & Psychological -Reduction of negative emotions which damage the body

45 Benefits of Giving - Psychological Dr. James Lynch One thing you get from caring is that you are not lonely. And the more connected you are to life, the healthier you are.

46 If We Believe in the Power of Giving We would give more ourselves We would be evangelists for philanthropy We would engage our Advancement colleagues more effectively We wouldn t concern ourselves with the false notion of donor fatigue We would view our work as a life s mission We would do everything we could to encourage others to give

47 The Quiz Revisited Fill in the blank: My job is to

48 What Is It That We Do? Fundraising is not an event, it is a process. Edgar D. Powell Donors don't give to institutions. They invest in ideas and people in whom they believe. G.T. Smith Fundraising is the gentle art of teaching the joy of giving. Hank Rosso

49 Together, we create belief-based environments that encourage generosity

50 Thank You! Reach Your Highest Destiny gonsergerber.com Jason McNeal, Ph.D mobile Far Edge of Promise Blog jasonmcneal.com