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Philanthropy During the Storm... An Examination of Donors' Needs, Wants and Expectations in a Time of Great Change Network of California Community Colleges.

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Presentation on theme: "Philanthropy During the Storm... An Examination of Donors' Needs, Wants and Expectations in a Time of Great Change Network of California Community Colleges."— Presentation transcript:

1 Philanthropy During the Storm... An Examination of Donors' Needs, Wants and Expectations in a Time of Great Change Network of California Community Colleges 2010 Annual Symposium Rancho Mirage, CA

2 Outline My Background and Perspective First Questions A Different Model

3 Who Are You? Senior Vice President/Investment Counselor –Capital Guardian Trust Company Executive Vice President/COO –California Community Foundation Naval Flight Officer/P3 Orion –US Navy United Way of OC –Campaign and Government Relations Associate Saint John’s Seminary

4 “All God’s Children are not beautiful, as a matter of fact, some are barely presentable…” Fran Leibovitz

5 Demographic Storm WWII Baby Boom 76 Million… X,Y,Z… Kathleen Casey-Kirschling Changing…

6 As of October 13, 2010 – 10:25 a.m… Percentage of USA Baby Boomers who are dead: % Total USA Baby Boomers left alive: 76,740,903 Seconds before the next USA Baby Boomer dies: 35.2 USA Baby Boomers died in last 24 hours: 2,452.2 (WA)

7 Boomer Storm: Why does this matter? Fastest growing population segment (+50). Most affluent consumer group that exists. Own over 80% of all money in savings accounts. Own 79% of America's financial assets. Own 62% of all Large Wall Street investment accounts. Boom Kathleen Casey-Kirschling

8 “The most reliable indicator of giving was the Standard & Poor’s stock index, with a 100-point translating into an additional $1.5 billion of philanthropy from people who report donations on their tax forms. It works just the same way on the downside.” New York Times Nov 11, 2008 Economic Storm Other Issues Unemployment Other Assets Debt/Taxes UNCERTAINTY

9 What Does Our Organization Do? Who Does It Serve? Finish this sentence: In our organization, a donor is… First Questions: Nonprofits, Development and Culture? “I know nothing except the fact Of my own ignorance.” Socrates

10 Just Wealth Re-Distribution…? (Extraction Model) Donor: Excess Assets Client/Org.: Life/Org. Needs Major Gifts Planned Giving $$ Case Statement Techniques/Trusts Tax Effective Timed Transactions

11 It’s More… A Different Model Donor: Excess Assets Deeper Needs Client/Org.: Life/Org. Needs Deeper Resources Planned Giving

12 Maslow’s Hierarchy Of Needs Physiological Safety/Security Social Esteem Self Actualization

13 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/Security Social Esteem Self Actualization

14 Operational Efficiency: Boomer Perspective on Service Lived through the Development of “Customer Service” and the Service Economy Friendliness Efficiency Understanding and Empathy Fairness Control Alternatives Information

15 Operational Efficiency: Boomer Perspective on Service Lived through the Development of “Customer Service” and the Service Economy BB straddle the era of Personal Service with the immediacy of the Internet Age Experiencing a “Service Gap” “It’s not that those in their teens or 20s are lazy or mean. Or that boomers are getting crotchety as they age. It’s that both groups have far different social experiences and expectations, and demographics tend to put boomers in the checkout line and millennials behind the counter.” Philadelphia Inquirer

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17 Raising Money in Hard Times Chronicle of Philanthropy Feb 09 Don’t treat giving as a financial transaction Keep close ties to donors Offer matching grants Shore up relations with Grantmakers Ask donors to give monthly Look for ways to save money on fundraising Seek alternatives to private giving Collaborate to raise money Scale back ambitious campaigns Avoid emergency solicitations

18 Raising Money in Hard Times Chronicle of Philanthropy Feb 09 Don’t treat giving as a financial transaction Keep close ties to donors Offer matching grants Shore up relations with Grantmakers Ask donors to give monthly Look for ways to save money on fundraising Seek alternatives to private giving Collaborate to raise money Scale back ambitious campaigns Avoid emergency solicitations DONOR↑ EFFICIENCY ↑

19 Operational Efficiency: Key Service Questions What is your service culture? Has Your organization defined its service culture? What standards do you set for responding to a donors needs – customer service? Does everyone buy into it? The worst words a donor can hear…

20 CREDO

21 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social Esteem Self Actualization

22 Management Confidence: Boomer Perspective on Leadership and Permanence (?) “Each generation in this country appears to have a defining moment, which helps us to understand how they’re different from other generations. The defining moment for baby boomers, in my opinion was the assassination of President Kennedy. That began our continual journey into skepticism, into frustration, into a lack of belief that government and society can do good and can be trusted. We’re still living with that Legacy” Fernando Torres-Gil

23 Management Confidence: Boomer Perspective on Leadership and Permanence “The Ultimate Photo Op: This Image of Richard Nixon, trying to appear “Hip” Alongside Elvis Presley, gave Boomers the impression that our leaders would lie to us about anything.” The Boomer Century

24 Management Confidence: Boomer Perspective on Leadership and Permanence “Greed is Good” Gordon Gecko (Ivan Boesky) Wall Street At whose cost…

25 Management Confidence: Boomer Perspective on Leadership and Permanence

26 Nonprofit Leadership Gap? Over the next decade, Org’s with budgets >$250K will need to attract 640K new senior managers The range for this need covers 330K to more than 1 million leaders Increase desire for for-profit experience “Define Reality & Give Hope”

27 Management Confidence: Key Leadership Questions Is your organization defined by ITS Leadership or Someone’s Leadership? How do you display institutional security, permanence and transparency? Root of Major Gifts & Planned Giving

28 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social Community- Belonging Esteem Self Actualization

29 Community /Belonging: Boomer Perspective We are Bowling Alone. More Americans are bowling than ever before, but they are not bowling in leagues. Participation in clubs and civic organizations has been cut by more than half over last 25 years. Each 10 minutes of additional commuting time cuts all forms of social capital by 10 percent--10 percent less church-going, 10 percent fewer club meetings, etc. The best predictor of tax evasion is the number of times annually that one gives the finger to another driver, and social capital is the best variable to successfully predict levels of tax compliance state-by-state. We're not experiencing a Springtime of volunteering, but an Indian Summer, propped up by our nation's seniors -- who have been more civic throughout their lives.

30 Community /Belonging: Boomer Perspective Your Org Here

31 Need for Community During Tough Economic Times… Not home, not the office – the Third Place – The GREAT GOOD PLACE During economic stress, the need for a haven is even more urgent, said Oldenburg, a professor at the University of West Florida in Pensacola. “I think it makes this more important. If you are down and out, to hang around with friends helps.”

32 Community of Donors: Key Questions of Belonging Are you building Social Capital between and among donors? A community of donors? What opportunities do you give your donors to get in the same room? To get to know each other (and how well)? To share their knowledge? Their stories? Where’s your Great Good Place?

33 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social Community- Belonging Esteem Meaning Self Actualization

34 Meaning: Boomer Perspective On Personal Significance Boomers feel that “passion” is what they bring to the things that are important to them. Boomers evince a strong sense of Personal Responsibility. They believe individuals can make a difference for a better society and the common good, so everyone should do his or her “one small part to help.” Boomers believe there is a critical need for passion, personal responsibility, and unending involvement to deal with the future. “A small group of thoughtful people could change the world. Indeed, it's the only thing that ever has.” Margaret Mead

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36 “Unless the distant goals of MEANING, greatness, and destiny are addressed, we can’t make an intelligent decision about what to do tomorrow morning  much less set a strategy for a company or for human life. Nothing is more practical than for people to deepen themselves. The more you understand the human condition, the more effective you are as a business person.” Peter Koestenbaum “Do You Have the Will to Lead” Fast Company

37 Meaning: Key Questions How do you tap into what they care most about? Their “Passion”? Is this done accidentally or intentionally?

38 Meaning: Key Questions How do you tap into what they care most about? Their “Passion”? Is this done accidentally or intentionally? Knowledge Workers to Social Entrepreneurs – Drucker The Second Half of Your Life What are my strengths? What is my contribution? Where do I belong?

39 Meaning: Key Questions How do you tap into what they care most about? Their “Passion”? Is this done accidentally or intentionally? Knowledge Workers to Social Entrepreneurs – Drucker The Second Half of Your Life What are my strengths? What is my contribution? Where do I belong? Are You Helping...

40 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self Actualization Community- Belonging

41 “ Even if all these needs are satisfied, we may still often (if not always) expect that a new discontent and restlessness will soon develop, unless the individual is doing what he is fitted for. A musician must make music, an artist must paint, a poet must write, if he is to be ultimately happy. What a man can be, he must be. This need we may call self-actualization.” Abraham Maslow

42 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self ActualizationIdentification* *Paul Schervish Identification Model Community- Belonging

43 “ Even if all these needs are satisfied, we may still often (if not always) expect that a new discontent and restlessness will soon develop, unless the individual is doing what he is fitted for. A musician must make music, an artist must paint, a poet must write, if he is to be ultimately happy. What a man can be, he must be. This need we may call self-actualization.” Abraham Maslow Giving = Identification = Self Actualization

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45 Identification: Key Questions Do you realize and embrace the role you have in the personal fulfillment of your donors? If the donor sees you as a mirror to their philanthropy and identity: What do they see? People? Givers? Managers? Leaders? The Future? Themselves?

46 One last distinction…

47 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self ActualizationIdentification* *Paul Schervish Identification Model Community- Belonging

48 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self ActualizationIdentification* Transactional *Paul Schervish Identification Model Community- Belonging

49 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self ActualizationIdentification* *Paul Schervish Identification Model TRANSFORMATIONAL Community- Belonging

50 Maslow’s Hierarchy Of Needs Lumarda’s Hierarchy Of Donor Needs PhysiologicalOperational Efficiency Safety/SecurityManagement Confidence Social EsteemMeaning Self ActualizationIdentification* Transactional TRANSFORMATIONAL *Paul Schervish Identification Model Community- Belonging

51 Donor are helping us to transform our communities and institutions. Do we* recognize and embrace our role transforming the lives of our donors? *Our whole organization

52 Thank you! “We make a living by what we get. We make a life by what we give.” Winston Churchill


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