emotionally intelligent strategies for increasing fund raising productivity james m. langley langley...
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Emotionally Intelligent Strategies for Increasing Fund Raising Productivity
James M. Langley
Langley innovations
EMOTIONALLY INTELLIGENT STRATEGIES
People don’t always tell us what they think
rarely do they tell us what they feel
In most cases, they just withdraw
EMOTIONALLY INTELLIGENT STRATEGIES
Clotaire Rapaille
“Culture Code”
Coffee
Why people give
what they seek to get
ritual
The dinner table
EMOTIONALLY INTELLIGENT STRATEGIES
Neuroscience
Damasio, USC
When emotional centers of the brain are damaged ....
Philanthropy located in the pleasure center
Emotional return on investment
EMOTIONALLY INTELLIGENT STRATEGIES
The need for deep, patient listening
Rapaille -- Three Hours
Student Focus Group
Why students choose college
What they say
What they mean
EMOTIONALLY INTELLIGENT STRATEGIES
Snapshots
Anonymous Gift -- Ivan Allen College
The unceremonious cut-off
The Slighted Food and Hospitality Major
The great predictors
Spirituality and Family connection
EMOTIONALLY INTELLIGENT STRATEGIES
A case Study of Success
Susan G. Komen
3-day walk
Organizer left Avon
The breast cancer Phenomenon
EMOTIONALLY INTELLIGENT STRATEGIES
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
EMOTIONALLY INTELLIGENT STRATEGIES
Walk in Teams
Create your own name, identity
Shared experience
Highly social
Like early American experience
EMOTIONALLY INTELLIGENT STRATEGIES
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
EMOTIONALLY INTELLIGENT STRATEGIES
Why it works
Rigor of 60 miles wears you down
Fatigue peals away the rational facade
Puts you in an emotional state
EMOTIONALLY INTELLIGENT STRATEGIES
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
EMOTIONALLY INTELLIGENT STRATEGIES
Why it works
communal but individual
Allows for individual expression
Valley of death
Colorful, celebratory
EMOTIONALLY INTELLIGENT STRATEGIES
Why it works
Support is all around you
From people you know, and those you don’t know
Common cause, e pluribus unum
EMOTIONALLY INTELLIGENT STRATEGIES
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
EMOTIONALLY INTELLIGENT STRATEGIES
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*
EMOTIONALLY INTELLIGENT STRATEGIES
Ritual
Freshman convocation
Commencement
Homecoming
Reunion
• Replay emotional highlights to alumni
EMOTIONALLY INTELLIGENT STRATEGIES
Ritual
Salon Event
Ritualistic Dinner
Circle
Conversation
Everyone heard, valued
EMOTIONALLY INTELLIGENT STRATEGIES
Ritual
Rite of passage -- marks a phase of a journey
Participative, shared
Reciprocal
Emotional return on investment
Impresses weight, significance
Spiritual, Inspirational
EMOTIONALLY INTELLIGENT STRATEGIES
Philanthropy as ritual
Rooted in Culture
National
Faith
local
Institutional
EMOTIONALLY INTELLIGENT STRATEGIES
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
EMOTIONALLY INTELLIGENT STRATEGIES
• The Interview ( Fr “to see each other”)
• Discovery
• Prospect propensity
• Advancement “matchmaking” - faculty and donor
• Advancement hiring
EMOTIONALLY INTELLIGENT STRATEGIES
• Discovery
• Exploration of shared interests
• Seeking potential for alignment
• From alignment, actualization of beliefs
EMOTIONALLY INTELLIGENT STRATEGIES
• Prospect propensity
• The Three R’s
• Religious
• Responsible
• Rooted
EMOTIONALLY INTELLIGENT STRATEGIES
• Advancement “matchmaking”
• Interviewing academic leaders, faculty
• Looking for exemplars
• Bringing like-minded, purpose driven people together in pursuit of common cause
EMOTIONALLY INTELLIGENT STRATEGIES
• Advancement hiring
• Ability to interview
• Demonstration of curiosity
• Emotional intelligence
• To see each other, to understand what we have in common, to align purposes