emotionally intelligent strategies for increasing fund raising productivity james m. langley langley...

Emotionally Intelligent Strategies for Increasing Fund Raising Productivity

James M. Langley

Langley innovations

EMOTIONALLY INTELLIGENT STRATEGIES

For want of a cucumber,

what could be lost


People don’t always tell us what they think

rarely do they tell us what they feel

In most cases, they just withdraw


Clotaire Rapaille

“Culture Code”

Coffee

Why people give

what they seek to get

ritual

The dinner table


Remember the cucumber?

Why that metaphor?


Neuroscience

Damasio, USC

When emotional centers of the brain are damaged ....

Philanthropy located in the pleasure center

Emotional return on investment


The need for deep, patient listening

Rapaille -- Three Hours

Student Focus Group

Why students choose college

What they say

What they mean


Snapshots

Anonymous Gift -- Ivan Allen College

The unceremonious cut-off

The Slighted Food and Hospitality Major

The great predictors

Spirituality and Family connection


A case Study of Success

Susan G. Komen

3-day walk

Organizer left Avon

The breast cancer Phenomenon


Why it works

Creates a Symbolic rigorous journey, a quest

Requires walkers to raise money

They turn to, recruit, and incorporate their networks (like family)

Supporters, sponsors, real or virtual spectators


Walk in Teams

Create your own name, identity

Shared experience

Highly social

Like early American experience

Higher Ground


Why it works

The survivor holds the honored place

Not about science, health care, researchers or doctors

Streets are lined with enthusiastic encouragers

you can do it, you can get to the finish line, you can survive


Why it works

Rigor of 60 miles wears you down

Fatigue peals away the rational facade

Puts you in an emotional state


Why it Works

IN a vulnerable, emotional state you reveal yourself

But you are not alone

You bond with your fellow walkers

In it together -- familial societal, we the walkers


Why it works

communal but individual

Allows for individual expression

Valley of death

Colorful, celebratory


Why it works

Support is all around you

From people you know, and those you don’t know

Common cause, e pluribus unum


Why it works

Tests your limits

Makes you realize that you are capable of more than you might have thought

Elevates your self-esteem, deepens your resolve, leaves you psychologically stronger while physically weaker


Why it works

Celebrated Home*

Survivors move into the inner circle, leave team mates, those who have walked with them, supported them, having walked the “Lonesome valley” of cancer

Power of ritual

Psychologically, culturally deep*


Ritual

Freshman convocation

Commencement

Homecoming

Reunion

• Replay emotional highlights to alumni


Ritual

Salon Event

Ritualistic Dinner

Circle

Conversation

Everyone heard, valued


Ritual

Rite of passage -- marks a phase of a journey

Participative, shared

Reciprocal

Emotional return on investment

Impresses weight, significance

Spiritual, Inspirational


Philanthropy as ritual

Rooted in Culture

National

Faith

local

Institutional


Philanthropy as Ritual

Not about impressing prospects with institutional achievement and purpose

About the shared journey

The reaching of milestones

At the end of our struggles, coming home


• The Interview ( Fr “to see each other”)

• Discovery

• Prospect propensity

• Advancement “matchmaking” - faculty and donor

• Advancement hiring


• Discovery

• Exploration of shared interests

• Seeking potential for alignment

• From alignment, actualization of beliefs


• Prospect propensity

• The Three R’s

• Religious

• Responsible

• Rooted

BELIEFS BEHAVIORS

PHILANTHROPIC PROPENSITY

Looking for Those Who live Their Beliefs


• Advancement “matchmaking”

• Interviewing academic leaders, faculty

• Looking for exemplars

• Bringing like-minded, purpose driven people together in pursuit of common cause


• Advancement hiring

• Ability to interview

• Demonstration of curiosity

• Emotional intelligence

• To see each other, to understand what we have in common, to align purposes


• When we listen, really listen, with respect and empathy

• we transform psychological barriers into philanthropic gateways

• and move our culture

• to increasingly higher ground

emotionally intelligent strategies for increasing fund raising productivity james m. langley langley...

Documents

uscwhen emotional centers

youfrom people

dont knowcommon cause

komen3day walkorganizer

worksthe survivor

honored placenot

increasing fund

health care