The Philanthropic Second Date

by:

Joe Patti

Simone Joyaux recently posted her The Donor-Centric Pledge on Non-Profit Quarterly. There are about 23 statements against which you can measure your organization’s practices.

A good many are likely to lead to extended conversations. There were a couple that caught my eye about first time giving that I wanted to address.

10. Many first-time gifts are no more than “impulse purchases” or “first dates.”
11. We’ll have to work harder for the second gift than we did for the first.
18. Asking a donor why she or he gave a first gift to us will likely lead to an amazingly revealing conversation.

Number 10 about first time gifts being an impulse purchase struck me as likely to comprise a much greater percentage of giving than in the past. If giving via cell phone and Kickstarter-like campaigns continues to grow, it is likely that donating will become more of an impulse rather than habitual practice.

Even people who have been reliable annual givers may find themselves possessed of a much greater awareness of interesting opportunities than in the past and start to shift their giving elsewhere.

So statement 11 about having to work harder to get the second gift may actually start to apply to the 12th gift in some cases.

Number 18 provides a portion of the roadmap to avoiding losing donors by focusing on what has motivated them to give. It is pretty much another version of the suggestion I made in my post yesterday about finding out what motivates people to participate in an arts activity.

Even though we probably don’t want to actively acknowledge it, perhaps what should be added to Joyaux’s list is the understanding that a donor’s interests and motivations shift over time. After a decade of giving, they have changed as people. If you have cultivated a close relationship over that long a period, it a separation can be painful.

But their shift in priorities may not be a reflection on the value of your organization, especially if you have been engaged in donor and audience -centric practices.

Are You Now Or Have You Ever Been Creative?

by:

Joe Patti

There was an article on Salon this weekend which noted that while people in creative fields are facing increasingly difficult times, the amount of literature/media celebrating creativity continues to increase. The author basically concludes that the idea of creativity is valued, but society doesn’t really actively seeks out and support creatives.

He says the same basic examples are recycled over and over again to illustrate how beneficial creativity is to the economy, but there isn’t an expanding effort toward cultivating creatives.

It is the story of brilliant people, often in the arts or humanities, who are studied by other brilliant people, often in the sciences, finance, or marketing. The readership is made up of us — members of the professional-managerial class — each of whom harbors a powerful suspicion that he or she is pretty brilliant as well…the real subject of this literature was the professional-managerial audience itself, whose members hear clear, sweet reason when they listen to NPR and think they’re in the presence of something profound when they watch some billionaire give a TED talk. And what this complacent literature purrs into their ears is that creativity is their property, their competitive advantage, their class virtue. Creativity is what they bring to the national economic effort, these books reassure them — and it’s also the benevolent doctrine under which they rightly rule the world.

This reinforces the uneasiness I felt when I learned the National Endowment for the Arts decided to expand their definition of participation in arts activity to include viewing/listening to recordings and broadcasts. Suddenly 74% of adults were participants.

I support the idea that the survey should acknowledge that technology was a valid way to interact with the arts, but I was still left asking, “So what?”

That 74% was twice the number who reported having attended an arts event. That means that 38%+ did not view themselves as having participated in an arts activity.

Even if you went and told them, “Hey, that thing you do? It is participating in an arts activity,” they basically didn’t have to make an effort to change their lifestyle in order to continue being counted as a participant.

Those who cared about being considered a participant gained a measure of satisfaction they didn’t have and those who didn’t care could just live on.

Since that initial study came out in 2008, there hasn’t really been any initiative to encourage people to up their game and be more of an active participant.

I am not talking about fulfilling the self-interest of arts organizations to get people through their doors. That portion of the study didn’t really change anything for arts organizations. They knew long before then that people were watching broadcasts and listening to recordings and doing other things rather than attending and it was going to be necessary for arts organizations to change their approach.

There hasn’t been strong effort to say, what you are doing is considered participation, now try picking up a guitar, writing poems and short stories, sketching the clouds.

I don’t discount the possibility that people are already quietly doing this. Perhaps the next NEA survey should ask if listening and watching broadcasts and recordings has lead to further exploration through taking a class, experimenting with Photoshop, keeping a journal, etc,.

The very act of asking that question might reinforce the idea that creative efforts should be valued better than a series of television and print ads encouraging people to get up and paint in the manner of exercise campaigns.

In the past I have advocated asking people what they liked about their last arts experience when you encounter them at supermarket check out line or at dinner parties. It occurs to me we should add asking if people do any acting, singing, dancing, painting, writing, etc., themselves to introduce the idea there is value in self-improvement and education.

While the Salon article takes a fairly cynical tone about feeling self-important after reading a book on creativity or watching a TED talk, it is true that creativity can’t be achieved through passivity. Quiet time is certainly helpful, but the creative process is active, full of mistakes, risk, disappointments and blisters as well as the sublime.

Kiss Your Local Librarian

by:

Joe Patti

So this week I learned that it is really a good idea to create a good relationship with your local librarians. Google may provide you with a lot of information, but it still ain’t got nothing on the librarians when it comes to pulling the information together and providing it in a relevant form.

We are doing The Miracle Worker this year and I inherited the start of an attempt at a “One Book, One Community” type program. When I reached out to the working group that had been formed prior to my arrival, the public library responded by asking, “Was A Book Selected?”

I responded by saying I assumed it would either be the script or Helen Keller’s autobiography. I wasn’t aware of too many other texts. Certainly, there were other texts but there didn’t seem to be many that were age appropriate for younger children.

Au contraire, both the campus and public libraries metaphorically responded, providing me with a large list of books, videos and other materials with summaries notes on age appropriateness and how they fulfilled state and Common Core standards.

Over half this media didn’t appear on a Google or Amazon search and certainly those results didn’t include anything about recommended age groups and state standards.

I have every library card I have ever owned since I was a kid so I am no stranger to the stacks, but I have to say that I have apparently been underestimating the powers of my libraries.

I look at this list and I begin to think about all the effort putting together educational packets for shows that could have been reduced by working more closely with the local library.

Don’t discount your library!

Audience Development As Disagreement

by:

Joe Patti

In a post Seth Godin made today, he says:

The easiest way to disagree with someone

…is to assume that they are uninformed, and that once they know what you know, they will change their mind. (A marketing problem!)

For a long time that was the mode in which arts organizations operated, believing that once people were exposed to the arts, they would fall in love with them forever and ever.

I really never thought of that view as “disagreeing” with a potential audience member, but I guess in a way that is what it is.

It wasn’t until I read Godin’s post that I realized that the view people would fall in love with the arts once they were exposed is probably based on a longstanding sales philosophy that being told “No” simply meant that people didn’t have enough information.

I don’t know how many jobs I had where I was told that. I always thought it was a pile of baloney because there are plenty of reasons for not wanting to buy something other than lack of information. I suspect it was just a semi-manipulative way of making the sales person blame themselves for not making the sale.

Godin has a couple more levels of difficulty for disagreeing with someone. However, he says (my emphasis)

The hardest way to disagree with someone is to come to understand that they see the world differently than we do, to acknowledge that they have a different worldview, something baked in long before they ever encountered this situation. (Another marketing problem, the biggest one).

There actually are countless uninformed people. There are certainly craven zealots. And yes, in fact, we usually hear what we want to hear, or hear what the TV tells us, or hear what we expect, instead of hearing what was said, and the intent behind it. Odds are, though, that we will make the change we seek by embracing the hard work of telling stories that resonate, as opposed to dismissing the other who appears not to get it.

So while Godin’s answer does sort of embrace the idea that the problem is a lack of information, that deficit isn’t solved by delivering a spiel*. Rather the most effective approach will likely be a long term communication process based on an understanding of the other person–the audience and community in the case of most arts organizations.

(*Mahagonny-Songspiel might work, but I doubt it.)