Transformational Philanthropy OKC Long (8-24-13)omrf.org/wp-content/uploads/2013/10/Transformational-Philanthropy-OKC-Long.pdfMindset is Everything As to financial resources. . . We’re

Transformational Philanthropy 1

TRANSFORMATIONALPHILANTHROPY

© 2013 Heritage Intellectual Resources, LLC. All rights reserved.

A Donorʹs Perspective of What Matters

Agenda


• Themes

• Levels of Understanding

• Creating Transformational Philanthropy

• Creating Multi‐Generational Transformational Philanthropy

• Open Forum and Next Steps


• Mindset is EVERYTHING.

Themes For the Workshop


What are we about?

Helping People

Enriching the Lives of Others

Mindset is Everything

© 2013 M E Grace & Associates All rights reserved.




What do we need to succeed?




Passion© 2013 M E Grace & Associates All rights reserved.


Purpose© 2013 M E Grace & Associates All rights reserved.


People© 2013 M E Grace & Associates All rights reserved.



To

Plan



To

Do



To

Invest




As to financial resources. . .We’re looking for the right people to provide the right resources.



Remember—

Money is the

result

Not the

goal



How do you think about fundraising?




Like this?

• How can we raise more money?

• How can we get people to give to our organization?

• What are the current mineable pools of wealth?



Or—like this?

• Why would a donor invest in us?

• Why do our current donors give (and perhaps continue to give) to us?

• What are our donors’ deepest felt needs and aspirations? How can we meet these?



Achieving success in fundraising is much more about how you think

than what you do.




If you take away only one thing today. . .



Remember—fundraising is about people not

money.




• What they say is FACT. What we say is OPINION.

• Silence is Golden!

• It is all about their desired outcomes, and not your organization’s needs.



Outcomes vs. Process

Consider Three Concepts:

• Principle

• Paradigm

• Process


A principle is. . .

• universal, timeless, often self‐evident

• external to ourselves

• in effect with or without our awareness of it or our endorsement of it

• predictable in the outcomes it produces



Isaac Newton

Third Law of Motion





It is impossible for us to break the law. We can only break ourselves against it.

—Cecil B. De Mille



A paradigm is. . .

• the mental framework in which someone views the “world”

• a particular “worldview” or perceptive understanding



Galileo Galilei

Solar Centric Planetary System




The significant problems we face cannot be solved at the same level of thinking we

were at when we created them.

—Albert Einstein



A process is. . .

• series of discrete steps/actions

• a mental or physical routine



Julia Child

A Killer Recipe for Boeuf

Bourguignon




We fail when we get distracted by tasks we don’t have the guts to quit.

—Seth Godin



Principle

Paradigm

Process



In most fundraising efforts, the focus is

on ___________, the ____________ is assumed and almost never do we identify

the ___________ involved.

process paradigm

principle




We must first know and appreciate the ________________that is operating before

we can align our

________________to be effective.

principle

paradigm



Once aligned with the_______________, our ________________will point us toward the

most effective______________.

principleparadigm

process




• What they say is FACT. What we say is OPINION.

• Silence is Golden!

• It is all about their desired outcomes, and not your organization’s needs.

• Unleash the motivation that already exists in them.

• Preparation gives you quiet confidence.

• The power of a Collaborative Team.



Times Change


“What got you here, won’t get you there …”

Wise people learn from the experiences of others!Wise people learn from the experiences of others!


Smart people learn from their own experiences.


What they say isFACT

What they say isFACT

What we say isOPINION

What we say isOPINION


Levels of Understanding


• Level 4 – Inclusion

• Level 3 – Relationship

• Level 2 – Comprehension

• Level 1 – Fragmentary

Unaware

Aware

Interest

Experiment(Care)

Belief

Commitment

Technique

Philosophy

Level 4

Level 3

Level 2

Level 1



Philanthropist?

Donoror



What is

Transformational Philanthropy?

What is

Transformational Philanthropy?


A Transformational Gift

is one that has as big of an impact on the Donor

as it does on the Organization; which has nothing

to do with the size of the gift and everything to do

with the passion behind the gift.

Donors become

Philanthropists from

Transformational gifts



Creating

Transformational Gifts


first

Ask the appropriate questions to

help your clients/donors identify

and articulate their passions

(core values)


What are

“Appropriate Questions?”



second

Provide opportunities for them to fulfill

their passions

(If you do not have an opportunity inside

your organization, provide one outside of

your organization.)


third

Help them articulate the value of

the gift to THEMSELVES

“What Did That Mean to YOU?”


The

Alignment Conversation



Step One:

Help THEM Imagine and

Articulate Their

“Compelling Future”


WHY?


Step Two:

Help THEM Identify and

Articulate Their Current Situation



Step Three:

Help THEM Identify and

Articulate Their Gap


Step Four:

“So What??”

Help THEM Identify and Articulate The Value to Them to

Fill The Gap


Step Five:

Facilitate Their

Decision Making Process



Step Six:

Create and Facilitate The

Collaborative Team


Step Seven:

Setting Mutual Agreed Upon

Expectations



Results

for

Clients / Donors / Philanthropists

Results

for



Results

for

Philanthropy


ETHICS:

Creating

Multi‐Generational



Creating






The Challenge

Traditional planning

has failed to keep

families and their

fortunes together for

three or more

generations – and

that has been true

for centuries all over

the world.

China 2000 years ago “Wealth Never Survives

Three Generations”

Spain 1500’s“First generation Trader, second generation Gentleman, third

generation Beggar”

United States 1800’s“From shirtsleevesto shirtsleeves in three generations”

England, 1350“Clogs to clogs in three generations.”

Brazil 1900’s“From the stables to the stars to the stables in three generations.”

© 2013 Heritage Intellectual Resources, LLC. All rights reserved

Germany 1700’s“Seldom three descent continue good.”

Lessons from history

Geography Cultures ‐ Economies

Governments ‐ Tax Structures

Don’t Matter.

Families rarely keep their money and families together for more than three

generations.



Are we committing malpractice if we do not either advise our

clients/donors of that fact or do something to mitigate it??


The Solution? 1. Educate our clients; and

2. Help them become part of the successful 10%


The Obvious Question...

What do the successful 10% do differently?



Successful families Share several traits in common, including:

• A Culture of Communication & Trust

• Shared Vision

• Balanced View of Wealth (including philanthropy)

• Training and Mentoring Each Generation

Sustaining Family Wealth & Unity Across GenerationsRodney C. Zeeb & Ryan D. Zeeb, 2012


Balanced View of Wealth

Human Capital

Intellectual Capital

Financial Capital

Social Capital

(c) 2013 Heritage Intellectual Resources, LLC. All rights reserved.

Enrolling G2, G3, ...

a.k.a

Growing

Philanthropists!



The 2 questions they will ask themselves:

1. Is it worth it?

2. Can I do it?From: Influencer

by Patterson, Grenny, Maxfield, McMillan & Switzler (2008)


The Heritage Process™

For centuries, successful families (“the 10%”) have

engaged in a 3rd element of planning to build their

families and prepare their heirs. That 3rd Element is

now known as Heritage Design. The Heritage Institute

identified the common elements these families used to

sustain their family wealth and unity across generations

and synthesized those elements into a proven six‐step

process and a structure that any family can replicate

called The Heritage Process™.


Heritage Design


OngoingHeritage Days(after year 1)


Creating




The Natural By‐Product


Are you building relationships with your donors to “get to the ask?”

Or, are you building relationships with your donors to understand their passions and provide them an opportunity to fulfill

those passions?


ʺTransformation does not come from doing things bigger, better, faster or doing more of it;

Transformation comes from starting from a different place.”

© 2013 Heritage Intellectual Resources

Doug Carter: “Clients Forever”


The Power of aCollaborative Team


“A State” Community FoundationTotals Tom Other (1999‐2006) Rogerson Speakers

Total Planned Giving Events 18 11 7

Total Number of Guest 503 288 215

Total Number of Follow‐Ups 87 75 12

Total Number of Gifts 21 17 4

Dollar Amount of Gifts $12,124,746 $11,916,322 $208,447

©2011 Wilmington Trust Corporation. All rights reserved.

“A State” Community Foundation

Analysis of Tom Rogerson Presentations

% of guests that attended 1‐on‐1 follow up 26.04%

% of follow ups that resulted in gifts 22.67%

% of guests that made a gift 5.90%

Number of Gifts 17

% of outright gifts 58.82%

% of planned gifts 23.53%

% of bequests 17.65%

©2011 Wilmington Trust Corporation. All rights reserved.



• Create your process for introducing the concept of Transformational Philanthropy to your clients, donors, and philanthropists.

• Create your process for helping your clients, donors and philanthropists identify and articulate their passions (core values), either personally or through collaboration.

• Create your process for introducing the concept of Transformational Philanthropy to your clients, donors, and philanthropists.

• Create your process for helping your clients, donors and philanthropists identify and articulate their passions (core values), either personally or through collaboration.

Next StepsNext Steps


Your Process Must Include:

• Helping your clients, donors and philanthropists identify and articulate their passions (core values)

• Identifying opportunities for them to fulfill their passions (which may be outside of your organization)

• Helping your clients, donors and philanthropists identify and acknowledge what the gift meant to THEM!


Questions

[email protected]

(503) 771‐2257



For Additional Resources

[email protected](503) 771‐2257

www.theheritageinstitute.com

www.whatmattersbook.com

www.heritageplanning.org

www.theeightprinciples.com

Documents

Transformational Philanthropy OKC Long (8-24-13)omrf.org/wp-content/uploads/2013/10/Transformational-Philanthropy-OKC-Long.pdfMindset is Everything As to financial resources. . . We’re