tag:blogger.com,1999:blog-9604229416859155722024-02-07T04:07:43.127-08:00Melody's Fundraising BlogRelatively new to the field of prospect research, I wish to share my learning and experience by documenting my thoughts on prospect research and fundraising in general.Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.comBlogger18125tag:blogger.com,1999:blog-960422941685915572.post-32625744793904669402019-08-13T09:12:00.001-07:002019-08-13T09:12:39.077-07:00What I Learned from Building a Social Business to Feed Pandas!<div class="MsoNormal" style="font-family: Calibri, sans-serif; margin: 0cm 0cm 0.0001pt;">
<span style="font-family: "Avenir Next", sans-serif;">Pandas are lovely. And no, this article is not entirely about pandas but I will mention pandas frequently to hopefully increase viewing!<o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">When I was working at the Calgary Zoo, one of my projects is to bring the giant pandas to the zoo. I remembered that Dr. Clément Lanthier, President, and CEO of the Calgary Zoo, used to have stickies by his desk with issues that kept him awake at night and one of them read in all caps: BAMBOO. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Indeed, bamboo had been a nightmare for all visiting pandas (a.k.a. honorary Chinese ambassadors in countries that China likes at the time). It was easy for a politician to show up at an event, sign some paper and shook hands for pandas to come to a country. It was an entirely different matter for zoos, often non-profit organizations, to burden the rest of what could only be best described as a “financial and logistical ordeal”. A zoo in Australia almost went bankrupt because of it and many others are still struggling to keep up.<o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Out of thousands of species of bamboo, I was NOT surprised to learn that pandas only eat six that are native to the high mountains of Sichuan province, China. To feed their carnivore stomach (they stop eating meat completely out of laziness), every panda needs to eat at least 50kg of fresh bamboo every day half of which were discarded due to various unknown reasons to us (just like how we wonder why our children don’t eat mushrooms!). Hence, as much as how the panda program had been so successful in funding important protected habitats and conservation initiatives in China, bamboo had been an issue for all the hosting zoos. For one, those species of bamboo aren’t native outside of China. Many zoos who are able to grow their own would have to introduce a large plantation of foreign species of bamboo which they need to control very carefully and destroy after the pandas are gone. Some resorted to scavenging in people’s backyards. For Canada, those weren’t even viable options as the dry and cold Canadian climate would kill bamboo instantly. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Before our pandas came to Calgary, they spent five years in Toronto Zoo eating bamboo that was shipped by charter flights from Memphis Zoo (also hosting pandas and owning bamboo plantations) via FedEx on the same day. By the time, it’s Calgary’s turn, the bamboo source in Memphis diminished. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">On one trip to Chengdu, Clément and I met with a local entrepreneur who happened to own assets in Canada and was traveling between Chengdu and Calgary at the time. We mentioned the possibility of shipping bamboo from China. This was unthinkable until Calgary got a direct flight connection to China via Hainan Airlines. This stroked a chord with the local entrepreneur. Bamboo was all they have in some places just a few hours outside of Chengdu. These communities have a population that’s aging, with an average age of 50, but still very capable. Most people of the younger generations have gone to bigger cities to seek jobs as the communities only have bamboo. The people left behind parents, grandparents, and children used to harvest bamboo shoots, a local delicacy, to sell as food and make a living. Harvesting bamboo shoots damage wild bamboo forests as, despite the high renewability, they still need to grow to be mature bamboo. Some villages started to have a problem of flooding due to deforestation not to mention the grave impact on wildlife. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">So, what if we ship bamboo from panda’s birthplace? Was it such a bold idea? Turned out, it was just the solution that would work for pandas, people, forests, and the environment. Although pandas like shoots, they mostly consume mature bamboo that can be sustainably harvested. In fact, harvesting mature bamboo at the right time of the year is better for the forest to grow stronger. Bamboo as panda food was sold at a premium. The better economic outcome would encourage villagers to give up digging bamboo shoots hence changing their relationship with the mountain, from exploitation to nurturing. The local community would benefit from increased income and if the business could sustain, this economy may even attract some young people back. When we looked at the shipping route, we were able to work with Hainan Airlines who also had a hub in Chengdu to reduce the shipping duration to within 36 hours to ensure the freshness. Instead of chartered cargo shipments, Hainan Airlines used the belly cargo of existing commercial flights. This insured the lowest carbon footprint. They were also giving us a significant discount from their corporate responsibility fund to support the initiative. For the first time in history, pandas overseas were able to enjoy bamboo from home that is sustainable for the environment at the same time. It’s no small feat, but we pulled it off. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Unknowingly to us at the time, we really had started looking at designing a social business based on the problem at hand (connecting pandas abroad and local people) and evaluating the desirability, feasibility, and viability of the business.<o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">The resulting collaboration not only resolved the panda diet issue at the Calgary Zoo but also helped local communities to make a better living and the forest to grow better from sustainable harvest.<o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Today, this bamboo business created from the idea of feeding the Calgary Zoo pandas continued to flourish providing bamboo based on the same model to pandas visiting European and American zoos. <o:p></o:p></span></div>
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<span style="font-family: "Avenir Next", sans-serif;">Building a social business could be daunting. However, when the problems and conditions satisfied the desirability, feasibility, and viability of the market, it could also come together and become successful very rapidly. The most important lesson for me is to be bold and ask a lot of questions. Businesses depend on critical partnerships and those partnerships won’t come by if you don’t ask and explore with a common goal in mind. Another lesson is thinking about solutions that not only help your problem but perhaps a shared social problem at the same time. Social business comes out of unexpected circumstances all the time. As entrepreneurs, it could be as easy as connecting the dots. In this case connecting panda, bamboo forest and people!<o:p></o:p></span></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com1tag:blogger.com,1999:blog-960422941685915572.post-27975813663032512142019-08-02T14:29:00.004-07:002019-08-02T14:29:58.909-07:00Why Traditional Nonprofit Model is Doomed and Social-Profit Sector Must Emerge<div style="font-family: "Avenir Next"; font-size: 11px; font-stretch: normal; line-height: normal;">
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The September 2019 issue of Stanford Social Innovation Review presented a fascinating study on why business should co-create solutions with the low-income communities (academically termed BoP which is the “Base of the Pyramid”) in developing countries rather than the traditional transfer approach that takes a patronizing white colonial guiding view on International Development (Cocreating with the Base of the Pyramid, London & Jäger 2019).<span style="font-kerning: none;"></span></div>
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<span style="font-kerning: none;">I found a striking parallel between the transfer approach towards BoP and the framework with which the traditional nonprofit model operates in North America. Social problems that often have a lot to do with the base of the pyramid (BoP) in a developed country are largely the responsibilities of the social sector currently consists largely of nonprofit organizations. These organizations were governed by volunteer boards from members of the business community to provide their “expertise” in the business world to nonprofit. In other words, it is a “transfer approach” as referred by London and Jäger. However, it’s common knowledge for those of us who actually work in nonprofit organizations that often time board governance is more distractive than effective. The only assets that the board could effectively offer is their networking power to fundraise. On the other hand, many nonprofits in North America heavily rely on government grants and private donations. These “free” money also come in with a price. That is, the nonprofit becomes limited to utilizing the fund raised to build its own capacity or seek innovation. Dissecting these problems deeper with three lenses: Power Dynamic, Economic, and Innovation, we quickly can see how this model is becoming obsolete and need to make ways for the new social-profit sector to emerge.</span></div>
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<span style="font-kerning: none;">The relationship between nonprofit and government/businesses is that of charity and patron. Therefore, businesses and governments have way more say in setting agendas in the social sector. With a transfer approach from the private and government sector to the social sector, the solution is often symptom-focused and rather turning a blind eye to the root cause of a systematic problem that’s currently benefiting private sectors. Nonprofits are left powerless because they rely on their patrons for “free” money and advice. In a social-profit model, the government and businesses become customers instead of patrons. The shift of power dynamics will facilitate system change that the social sector wants to see. </span></div>
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<span style="font-kerning: none;">The technological revolution in the past decades brought faster communication into the world and knowledge becomes less controlled and authorized by the elite. Generations of people from more diverse backgrounds and armed with these new mindsets are empowered to make changes faster in the world and they intend to do so. They want to be more engaged in decision making and using market power to benefit society. They soon realized that the BoP not only has economic power but also has assets that could turn the outcome into profit. As Shaun Loney rightfully pointed out, nonprofits are giving out lucrative outcomes while social enterprises evaluate and sell outcomes (Loney, The Problem Solver’s Companion, 2019). While the transfer approach does not recognize the value of the BoP market, a co-creation approach blends nonprofit with for-profit by leveraging network, leadership and knowledge assets of the nonprofits and sound business practices to grow sustainable businesses, create markets and solve a social problem at the same time. </span></div>
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<span style="font-kerning: none;">Today, innovation is essential to the survival of any organization. Innovation requires an environment that’s creative, collaborative, and risk-taking. The social sector should thrive on innovation to resolve social problems. Instead, the nonprofit model stifles innovation with a scarcity mindset as donors and funders are often too focused on efficiency not building capacity. The social-profit approach emphasizes business acumen, borrowing lean and agile management while creating human-centred innovative solutions for social problems. </span></div>
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<span style="font-kerning: none;">Seeing what’s wrong with the traditional nonprofit model through the three lenses explain the two biggest trends we are experiencing in the philanthropic sector: Diversity and emergence of a blended solution. Diversity of not only the base of the pyramid but also the top of the pyramid puts the traditional concept of philanthropy in question. Changed mindset brought forward different ways of financing solutions to social problems. The emergence of impact investment and social impact bonds are two examples. The expectation for the nonprofit to become more sustainable and self-sufficient is also higher. Many nonprofits started to use a blended model but most are still resistant to the paradigm shift. There are still plenty of people in nonprofits who think profit is evil. However, these major trends are resulting in diminishing donors as well as calls from funders for financial diversification and collaboration. Although I don’t think it’s time to call use the name Social-Profit Sector yet as the system still needs to change first, the shift from nonprofit to social profit is inevitable. It’s not a question of if but a question of when.</span></div>
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Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-87149537141441297982019-07-25T12:22:00.000-07:002019-07-25T12:27:41.852-07:00The Work of Art in the Age of Social Media<div style="background-color: white; color: #1a1a1a; font-family: Helvetica; font-size: 14px; font-stretch: normal; line-height: normal;">
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To me, Walter Benjamin’s <i>The Work of Art in the Age of Mechanical Reproduction </i>was a one of the most influential essay about modernity and art. When talking about the popularity of mechanical reproduction of a master piece of art, Benjamin noted: “…even the most perfect reproduction of a work of art is lacking in one element: Its presence in time and space, its unique existence at the place where it happens to be. … By changing the cultural context, the mechanical reproduction diminishes the original art work (original vs. copy); thus, the <i>aura</i>, the unique aesthetic authority of an artwork, is absent from the mechanically produced copy”.<span style="font-kerning: none;"></span></div>
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<span style="font-kerning: none;">It was also nearly twenty years ago, as a student in Paris during the summer of 1997, I truly understood the significance of time and space in relationship to the appreciation of art. For example, the impressionist movement represented such a revolutionary paradigm shift (from the elite to the “mandane” - the everyday life and people) during that era which made their art, completely independent of their techniques, to bear unique historical and social values. </span></div>
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<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6utH0kE68rK3jB44BbnTvFsjIayzLAzRbp8EqqJCxq1Ual6di2bxCFi-_0Iwo3QpwkImDXpPdvIVijxiSz0htLc52aCYzv2_Cz182cZqnEuSjUn5CD0QmKZ8P3rq3E1n-nT9_elCjkpM/s1600/IMG_5906.JPG" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="1600" data-original-width="1200" height="200" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh6utH0kE68rK3jB44BbnTvFsjIayzLAzRbp8EqqJCxq1Ual6di2bxCFi-_0Iwo3QpwkImDXpPdvIVijxiSz0htLc52aCYzv2_Cz182cZqnEuSjUn5CD0QmKZ8P3rq3E1n-nT9_elCjkpM/s200/IMG_5906.JPG" width="150" /></a><span style="font-kerning: none;">In search of what Benjamin called “the aura” of the original masterpieces, I set out to show art to my 10 year old son Marlon on his first trip to Paris. I found it interesting that what motivated Marlon most about seeing Mona Lisa was the fact that I bought him a T-shirt with Mona Lisa dabbing on the previous day in Monmatre and he was determined to do the dab with the T-shirt in front of the “real” Mona Lisa. </span></div>
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<span style="font-kerning: none;">As it turned out, our quest for the “real” Mona Lisa was not an easy one. After nearly missed our appointed entry time to the Louvre due to long wait at the women’s bathroom, we roamed the halls and chambers of Le Lourvre for an hour before we found the signage to the Mona Lisa who had been moved for the third time in the past few years (maybe in an effort for better crowd control). Slowly, a crowd started to form like the rush hour traffic of Beijing and as we proceeded we were joined by other “tributaries” and soon found ourselves almost unmovable in a river of people. </span></div>
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<span style="font-kerning: none;">For another hour, we went through crowded escalators and mazes made with stentions to finally reach the Mona Lisa in a glass box with a mob of people holding up their phones in the front. Marlon quickly did his dab in a few strategic locations and felt sufficiently satisfied for the time being. </span></div>
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<span style="font-kerning: none;">I wondered if anyone had experienced or pondered on experiencing the “aura” of the Mona Lisa: the true reason we were all here to see the painting instead of buying a mechanical reproduction or staring at a photo of the same production. I certainly did not as I didn’t have a chance to get even close and I was very preoccupied on including Marlon and the Mona Lisa in the picture so that we could get out of there as soon as possible.</span></div>
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<span style="font-kerning: none;">What I found interesting though was the act itself. In a way, Marlon was the artist doing an authentic performance art piece by creating and documenting the experience of the Mona Lisa and the mocking of the Mona Lisa with the dab for the audience who would witness the experience through social media. The ritual of seeing the Mona Lisa is an art in itself that are unknowingly experienced by everyone there. Such ritualization is in itself a manifestation of the “aura” and authenticity of the art work. As Benjamin himself pointed out: “We must expect great innovations to transform the entire technique of the arts, thereby affecting artistic invention itself and perhaps even bringing about an amazing change in our very notion of art.” </span></div>
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<tr><td class="tr-caption" style="text-align: center;"> @thanksforbeingu </td></tr>
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<span style="font-kerning: none;">For today’s generation, the grand museums in Europe that store the greatest art pieces are perhaps can be simply regarded as the Instagram of the past. For those of us who grew up in a pre-social media era, our experience of museums have also changed. While I do appreciate the experience of visiting beautiful museums with beautiful arts and artifacts, I found myself no less inspired by art I saw on Instagram. Despite of all the museum I went to this month in Europe, I was most inspired at this time by @thanksforbeingu on Instagram - a Korean crayon artist doing amazing work using simple colour crayons. </span></div>
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<span style="font-kerning: none;">I wonder what would Walter Benjamin say about the Work of Art in the Age of Social Media. Certainly, Instagram is the new “museum” in this age in time where creativity blossoms within all of us. I believe that the impressionists would embrace the democratization of art by social media and Van Goh would probably be famous before he died had he gotten an Instagram account!</span></div>
<br />Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-53429945667335145322019-06-13T09:19:00.002-07:002019-06-13T09:19:44.959-07:00Our Difference is Our Superpower <div style="-webkit-text-stroke-color: rgb(22, 25, 29); -webkit-text-stroke-width: initial; background-color: #f5f6f9; color: #16191d; font-family: "Avenir Next"; font-size: 12px; font-stretch: normal; line-height: normal;">
<span style="font-kerning: none;">ãba waθtéč, hello in Stoney First Nation language. It also means every day is a good day and a new day. I was surprised that it took me twenty four years since my arrival in Canada from China to get an opportunity to learn “hello” in the language of this land. </span></div>
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<span style="font-kerning: none;">This was Social Venture Institute, a two-day conference for one hundred social entrepreneurs from Alberta and British Columbia to come together and build a community of social causes through bonding and sharing. The conference also weaved in stories from Thomas Snow, a professor of Indigenous Studies at Mount Royal University and Chris Hsiung, a documentary film maker exploring Alberta’s history by capturing indigenous stories on camera.</span></div>
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<span style="font-kerning: none;">I was amazed how I resonated with the indigenous cultural values of family and story-telling and their similarities with Chinese culture. </span></div>
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<span style="font-kerning: none;">We are in a way all different and similar at the same time. </span></div>
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<span style="font-kerning: none;">Thomas Snow told us that when he was a child, he was very shy and disliked public speaking. As one of the very few indigenous children, his class always looked at him to say something about his culture but he never did. He said he regretted not sharing whenever he could because having those cultural heritage was such a privilege and every time we spoke up, we could help educating others to understand the culture and create empathy, a powerful tool against ignorance. I too had the same experience not speaking up, when someone made a disrespectful comment, nodding and dismissing the feeling of discomfort with silence to “fit in”. </span></div>
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<span style="font-kerning: none;">Cultural and racial differences aside, haven’t we all experienced that moment of not speaking up because of a mental illness, a different sexual orientation, an addiction, or anything that made us different.</span></div>
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<span style="font-kerning: none;">What I didn’t know at the time was that by not speaking up, we were festering ignorance, something that’s just as scary as an active act of discrimination. </span></div>
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<span style="font-kerning: none;">So here I am, speaking up. </span></div>
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<span style="font-kerning: none;">Earlier this year, AFP Calgary & Area teamed up with Women’s Work Institute to create a #solveathon: the first step of an innovative approach to tackle IDEA (Inclusion, Diversity, Equity and Access) related issues by surveying members and co-creating solutions instead of the traditional approach for members to passively receive the information by way of reading or being lectured. Hence, the #solveathon Insights Report before you today was informed by AFP members with their <b>active participation</b>. As the IDEA Chair for AFP Calgary & Area, I am incredibly proud of all the participants (over 100 fundraisers all together) from Alberta, other provinces of Canada and parts of the United States in this process over a relatively short amount of time. </span></div>
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<span style="font-kerning: none;">We have many passionate voices like this survey respondent who said: </span></div>
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<span style="font-kerning: none;"><i>“This sector is facing significant changes. In order for fundraisers to thrive as we face the challenges ahead, we will need people with different backgrounds, experiences and identities bringing their best ideas to the table. We will have a greater chance of success if we can work together toward common goals.</i></span><span style="background-color: white; font-kerning: none;"><i> </i></span><span style="font-kerning: none;"><i>Success, in our sector, means working toward building a better world for all. “</i></span></div>
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<span style="font-kerning: none;">On the other hand, the report also confirmed ignorance, or a perception of “false problem”: </span></div>
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<span style="font-kerning: none;"><i>“among fundraisers located in more politically conservative regions, respondents are more likely to believe inequality of opportunity does not exist in the profession, that it is a "false" problem. They assert the profession operates as an unbiased meritocracy. If they concede discrimination exists, they believe it favours female fundraising professionals because the profession is staffed predominantly by women. Furthermore, they do not believe that diversifying representation in fundraising would have any effect on the effectiveness and impact of the profession. “</i></span></div>
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<span style="font-kerning: none;">From my experience being a fundraiser from a diverse cultural background and an advocate of diversity, I had observed two forms of ignorance amongst fundraising professionals: 1) the “diversity issue” is taken care of by tokenism, checklists, or by the diversity person/committee so that we don’t have to do anything about it nor contributing to the conversation; and 2) diversity is a “false problem” and professionalism (what Stanford Social Innovation Review would term “white professionalism”) is the only standard. </span></div>
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<span style="font-kerning: none;">Ignorance will only threaten the survival of our nonprofit organizations as many of today’s disruptions and changes were rooted in the fundraising eco-system and practices being designed around white male philanthropists. As power and wealth shift, diversity is not just about having someone from diverse culture to sit in a committee, board, conference panel, or program. Diversity is about fundamentally changing our practices and creating an adaptive system and process. In other words, we all need to be part of it. </span></div>
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<span style="font-kerning: none;">If you are diverse in anyway, I encourage you to take action by speaking up and joining in the conversation. That difference we have, be it cultural or in any other ways, is our privilege and our superpower. Speak up, as change can only happen with action!</span></div>
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<span style="font-kerning: none;"><b>Get AFP Banff Compass #solveathon Insights Report </b></span></div>
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<span style="font-kerning: none; text-decoration: underline;"><a href="https://community.afpnet.org/afpcalgaryareachapter/career/new-item6">https://community.afpnet.org/afpcalgaryareachapter/career/new-item6</a></span></div>
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Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-10510889538425061862018-09-05T10:48:00.000-07:002018-09-05T12:55:03.388-07:00A Time of Crisis and Opportunity: A Look at China’s Nonprofit Sector in 2018<div align="center" class="MsoNormal" style="text-align: center;">
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<b> </b><b><span style="font-family: "trebuchet ms" , sans-serif;">Shanghai, China</span></b><br />
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<span style="font-family: "trebuchet ms" , sans-serif;">Away from the bustling Central Business District in Pudong
and the grandeur of the Bond, Shanghai Jiao Tong University (SJTU) nestled in
the relatively quieter district of the former French Concession with its
colonial charm and walled streets lined with London plane trees. SJTU is one of the oldest universities in
China established in 1896 and has been known as “the MIT of the East” since the
1930s. It is here, in December 2016, an
Institute for Philanthropy Development was established, a first of its kind to
provide professional guidance for charity organizations right after China’s
first charity law coming into effect in September that same year. Therefore, it was quite an honor for me to be
invited to the SJTU campus on a hot July day by the Institute for Philanthropy
Development and Chinese Association for Fundraising Professionals (CAFP) as the
first guest speaker, on Canadian Fundraising Landscape and Trends, for its
“Money Talk and Tea” series, a networking and learning session for local
fundraisers. <o:p></o:p></span></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">China’s philanthropy sector hit another growth spur after
the implementation of the charity law in 2016.
Government dominance in the sector were diversified by more and more
private foundations. However, it continues to struggle with public
trust issues even after consolidating internet fundraising to only 13 online
platforms. In December 2017, a unique
campaign called “Same Birthday” went viral and raised over RMB2 million just
over couple of days. Through the Tencent
Wechat (Chinese equivalent of Facebook) platform, the campaign asked donors to
donate RMB1 yuan to support a child on the same birthday of donor. 366 children was chosen to be sponsored from Zhen
Xiong County in rural Yunnan Province.
Donors could view the information of the sponsored children. Soon, some donors found same photos of
children posted for different birth dates and a child’s birthday was advertised
as February 29 which did not exist.
Within a week, controversy snow-balled.
Public was not only questioning incorrect information but also donation
fund management and privacy violation for the children featured in the
campaign. A much “commercialized” successful fundraising campaign exposed many
aspects of ethical concerns for the fundraising community and an urgent need to
address them. <o:p></o:p></span></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">Before our “Money Talk and Tea” (MTT) session, I met with David
Sun, Assistant to the Dean of Institute for Philanthropy Development at SJTU and
Erin Ye, Secretary for Chinese Association for Fundraising Professionals for
lunch. “Have you heard about the Metoo thing
and perhaps we should talk about how Canadians are dealing with it this
afternoon”, Erin asked me. As lunch
progresses, I learned that there had been a series of sexual harassment allegations
of well-known leaders, or as some called pioneers in the nonprofit sector. The public generally had higher expectations
for the nonprofit sector so people are truly worried that the image of sector
was tarnished. <o:p></o:p></span></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">As a “tourist” visiting families in China, I have never
heard about this on the news, keeping in mind that news was limited to Chinese
censored news only on all channels. No
foreign news reports and websites like facebook or even google could get through
the Chinese internet firewall. I soon
realized that with Chinese media censorship, true information could now flow
through public media. Rather, information went around on Weibo (Chinese equivalent
of Tweeter) and Wechat among circles of “friends”. Even these channels were eventually
censored. By the end of the lunch, Erin
told everyone that the government already started deleting posts on the sexual
allegations, only two days after the first news broke. <o:p></o:p></span></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">“The Metoo thing will set us back for years on public trust”,
Erin worried. I wasn’t sure how to
respond. In Canada, the nonprofit sector
was not represented by a few people but an array of charitable
organizations. Nonprofit leaders are
often less known by public hence the sector bears little risk if someone is
exposed by Metoo movement. It is obvious
that the Chinese public puts nonprofits in more scrutiny then anywhere
else. <o:p></o:p></span></div>
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<b><span style="font-family: "trebuchet ms" , sans-serif;">Beijing, China<o:p></o:p></span></b></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">There is no doubt that the nonprofit sector in China is
facing a public trust crisis. Just a few
days before the Shanghai MTT session, I was invited to attend a group
discussion in Beijing by nonprofit leaders, academics on philanthropy, foundation
funders and law makers on Chinese Fundraising Ethics. The discussion was based on the newly
published AFP International Statement of Ethical Principles in
Fundraising. It’s great to see that the
AFP document was used as a guiding principle and a base to shape the ethical
statement for a burgeoning new nonprofit industry. I feel truly proud to belong to a group of
professionals whose experience and best practice could help in advancing
philanthropy in other parts of the world.
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<span style="font-family: "trebuchet ms" , sans-serif;">Three problems out of many stuck out for me from the
discussion. First, although the Statement of Ethics was used as a
self-disciplinary principle for individual fundraisers, it inevitably needed to
be adapted as a recommendation for nonprofit organizations in China as many
unethical behaviors were conducted on an organizational level. For example, commission-based compensation was
still an acceptable practice by some Chinese nonprofits not realizing such
practice would undermined organizations in the long term. It was also common that political parties were
pressuring party members to make donations.
Second, there were many gaps in law that related to fundraising
practices. Tax receipt existed but
because Chinese citizens didn’t do tax themselves, rather it was done by
employers, many donors did not see their tax deductible applied due to the lack
of knowledge from the finance department of employers. There was also no mechanism to encourage
financial transparency on costs and reporting.
Last but not the least, there was a need to have some ethical standard
for some donors and beneficiaries to eliminate possibility of personal gain as
a result of fundraising activities including publicized pledges that’d gone
unfulfilled or using donation as a way of transferring fund among family
members. <o:p></o:p></span></div>
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<b><span style="font-family: "trebuchet ms" , sans-serif;">Shanghai, China<o:p></o:p></span></b></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">The first MTT talk was successful. Some thirty fundraising professionals showed
up to learn about Canadian Fundraising. To
my surprise, the usual “biggies” i.e. Universities and hospitals were not there
at all nor in any other CAFP events according to Erin and David. Hospitals creating foundations to fundraise
for themselves seemed to be unheard of or even frowned upon. “Secondary education institutions don’t
consider themselves to be charities”, David informed me, “they rarely look
beyond their own alumni”. Funded mostly
by the government, Arts organizations also weren’t charities. Similar to the session I did in Beijing, most
attendees were from foundations. Perhaps
in China, most of the philanthropy came from wealth and originated from funders
looking for needs instead of grassroots organizations. This top-down approach presents a unique
problem: fundraisers are not passionate about the cause, sometimes not knowing
what is the “cause of the day”. <o:p></o:p></span></div>
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<b><span style="font-family: "trebuchet ms" , sans-serif;">Calgary, Canada<o:p></o:p></span></b></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">At the end of August, I received the first draft of China’s
first Statement of Ethics in Fundraising practices as result of our July discussion. It not only included a statement for
fundraisers but also provided ethical recommendations for nonprofit
organization itself, internet fundraising platforms, donors and beneficiaries. A
second MTT talk was held last week with fundraising professionals sharing
experience in preparation of the Tencent 99 Giving Day coming up on September
9, a successful online giving campaign equivalent to Giving Tuesday. With a small but very dedicated group of
professionals, China’s nonprofit landscape is changing fast. Despite censorship and government control,
Chinese fundraising professionals are able to push philanthropy forward and
make a difference in the governance and legislation of the nonprofit sector. Perhaps there is hope for democracy in the
space of civil society. <o:p></o:p></span></div>
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<span style="font-family: "trebuchet ms" , sans-serif;">At home in Canada, <i>Crazy
Rich Asians</i> is all the rage. As a
fundraiser, I see wealth as an opportunity for philanthropy. Asia is certainly becoming the next wealth
centre of the world. It was exciting to
observe and experience the ups and downs of an emerging nonprofit sector but more
fulfilling to participate and feel a sense of responsibility to nurture and
encourage a culture of philanthropy and a consensus for ethics and best
practices. </span><o:p></o:p><br />
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif;"><br /></span>
<span style="font-family: "trebuchet ms" , sans-serif; font-size: x-small;"><b>Melody Song MA CFRE</b></span><br />
<span style="font-family: "trebuchet ms" , sans-serif; font-size: x-small;"><span style="background-color: white; color: rgba(0 , 0 , 0 , 0.901961); line-height: 24px;">Originally from Beijing China, Melody Song has over 15 years of experience as a fundraiser specializing in </span><span style="background-color: white; color: rgba(0 , 0 , 0 , 0.901961); line-height: 24px;">identifying, cultivating, and soliciting major gifts from and stewarding relationships with prospects of the Asian/Chinese community in Canada and overseas.</span><span style="background-color: white; color: rgba(0 , 0 , 0 , 0.901961); line-height: 24px;"> </span><span style="background-color: white; color: rgba(0 , 0 , 0 , 0.901961); line-height: 24px;"> Melody is a former board member of Association of Professional Researchers for Advancement (APRA), a member of Association for Fundraising Professionals (AFP), and a frequent presenter at AFP Calgary Chapter, APRA Canada, and APRA International.</span><span style="background-color: white; color: rgba(0 , 0 , 0 , 0.901961); line-height: 24px;"> Melody is fluent in Mandarin and English. </span></span></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-61580690345526541372016-05-05T14:03:00.002-07:002016-05-05T14:03:51.604-07:00Brushing Shoulders with China's Nouveaux Riche<div>
<span><span style="font-family: Trebuchet MS, sans-serif;">The dinner was in a private dinning room on the third floor with high ceilings and grand windows looking out to the dancing lights of downtown- a jungle of glass towers and pedestrian streets bustling at all hours in this massive urban capital of one of China's most populated provinces. Above the enormous round table that sits twenty was a beautiful modern chandelier which sets the quiet but extravagant tone of the whole decor. The room also came with a private bathroom, bar, and a team of waiters. Our host, Mr. Zhang was a successful local entrepreneur, impeccably dressed at all time, humble and soft-spoken. An event had brought us together and we had been enjoying his hospitality for the past day. Although we had organized the main event of the day, our host had assumed the responsibility of taking care of every aspects of our stay simply because he was from the region and despite that we had only met him the night before. Our transportation was taken care of with a convoy of one mini-bus and three SUVs. Surely, we had other families in the group that had come to enjoy the same event but each family also brought their assistants hence the need for staff to follow the main group and make necessary arrangements just ahead of us. We also had an English-speaking tour guide who had hand-made signs for the group and introduced local culture and architecture while we toured the main attractions of the city (another arrangement by our host that came up as a complete surprise to us). A guest in the group, Mr. Wang, who flew from another city to join us for the one-day event had brought his own wines for the occasion selected from his 20,000 bottle collection back home: three whites and three reds, two of which were on the top 100 wine list in the world. Wine connoisseurs were rare in China as the banquets in the country were still dominated by shots of pure liqueur or beers. Mr. Wang made a fuss about how the waiter poured the wine (in shot style) and how some of the Chinese dishes (like soup) and drinks (like almond milk) would disrupt the pallets. The food was exquisite. We hadn't even looked at the menu but we had been accustomed to the fact that most Chinese banquet's menu was pre-selected in advance by our host's assistant. </span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">The President of my organization and myself were on a four-city, two-week trip in China. I had built an aggressive schedule around a conference that the President needed to attend. We had meetings in every city with possible connectors and with two groups of wealthy individuals including this one through the connection of a parent from a private school in Canada. Like our host Mr. Zhang, the men in our group were all successful Chinese businessman with families living in Canada. Mr. Zhang was a university graduate in the late 1980s. China had just gone through the economic reform when private properties and businesses were allowed in the country for the first time since 1949. After working for a few years in state-owned factories like everyone else, Mr. Zhang took the plunge ("Xia Hai" as it was called in Chinese, literally meaning "jumping into the sea"), quit the government job (which was perceived to be risky and radical in a negative way back then) and became an independent product distributor and entrepreneur. It was a typical story for China's new class of Nouveau Riche consists of people the like of Jack Ma. Unlike Jack Ma though who was an English teacher before making it big, the entrepreneurs we met spoke very little English even with families living overseas mainly to obtain resident status. As it was a Chinese custom to make toast and empty your glass individually with everyone around the table, I had to interpret for my President for the most of the time. As wine flowed, we were able to have some of the people we met promise to come and visit us in Canada during one of China's major holidays (the time when Dads visit their families overseas). Great, another engagement opportunity! However, will the extravagance and generosity that overwhelmed us translate to philanthropy? We will have to see.</span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">As a prospect researcher turned fundraiser, I had heard so much about China's new rich that I was so thankful for this first-hand prospecting opportunity. One of the biggest realization that dawned on me when I was there was that while universities were leading the charge on getting more money from mainland Chinese philanthropists, the majority of the children of the new rich are still young between eight and fifteen. They won't reach university age for another while. The matter of the fact is that there is no old money in China (private property was illegal before the 1980s remember). Everyone we met was between the age 40 to 55 and had children late in their life (because China's one-child policy which also encouraged people to marry late and have children late). </span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">I also noticed that the wealthier our prospects were, the more and higher government title they had. Most business cards had regional CPCCC (Community Party of China Central Committee) title listed first. We had some success in fundraising from Chinese State-Owned Enterprise (SOEs) locally through good "Guanxi" (connections) with the Chinese consulate. I have now reached the conclusion that if you want to fundraise in Mainland China, there is no getting away from maintaining a good and meaningful relationship with the Chinese government as it could help even with individual prospects. </span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">While we still need to see if the generosity we experienced would turn into dollars for a zoo (where I work), it certainly did for the private schools that the kids were attending. Since Chinese culture held good education as a crucial criteria for creating a good life for oneself, China's wealthy class would do anything including donating six-figure major gift to get their children "the best" education. For an educational institutions looking to raise fund from this group, having a good ranking (Ivy league preferred!) is a must. Chinese mainland donors are also not as sophisticated as North American or even donors from Hong Kong, Taiwan or Singapore. The motivation was less passion for a cause but rather stemmed in the desire to be more socially acceptable, create better relationship, and in the buddhist essence of kind and generosity. Value alignment and passion definitely come second after their relationship with you. Just like doing business in China, Chinese like to be friends first even outside of work. If you are planning your first trip to China, you should put"making friends" as the first priority as oppose to "socializing the case for support for your organization" or "asking for help". Everything should be done in a more casual (as oppose to business-like) approach. Another motivation of giving is simply an attitude of "because I can" or a form of "show off". I have heard once that philanthropy was compared to luxury goods for Asian donors which made a lot of sense to me after our experience. Again, who gets the donation depends on the relationship with the potential prospects. </span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">As dinner was coming to an end, Mr. Zhang's assistant stood up and did a presentation of gifts for each member of the group. It was obvious that he had put lots of thoughts into it. The gifts include a pair of art works of traditional embroidery unique to the region and a selection of products from Mr. Zhang's company. In comparison, our gifts - pins the shape of Canadian animals and maple-wood letter openers, seemed so small, almost embarrassing. Luckily, earlier in the day, our Chinese partner had presented a gift bag of customized memorabilias of our day's experience which we felt had made up for it. Gifting is just as big an item as toasting in a typical Chinese banquet. Even when planning business meetings, one of our connector had asked me if there should be a gift exchange ceremony. There were definitely times when the hospitality and the gifts were a little too extravagant for the North American comfort level, however, coming from a Chinese cultural background, I understood that it was important that we honored the host by gracefully accepting them. </span></span></div>
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<span><span style="font-family: Trebuchet MS, sans-serif;">A few days later, we arrived in Shanghai and went to the famous Bund - waterfront area with older financial district on one side of the river and the skyline of the new CBD Shanghai on the other side. Even on a November week evening, the promenade by the river was full with people. Streets by the waterfront were lined with luxury brand-name stores. Skyscrapers from the other side formed a dazzling light show not unlike scenes from futuristic movies such as the Blade Runner and the Firth Elements. For a while, it felt like you are in the centre of the world. An old couple walking by us looked at the scene with true wonders in their eyes. Perhaps in their 60s, they were still both dressed in the Mao suites - a remnant of the communist days. Born in the 70s and already went through the economic reform myself that had transformed the economical, political, and geographical landscape of China completely, I could only imagine the kind of changes that they had experienced. On the other hand, my experience of the wealth in China was just as surreal. It is a country that is still undergoing rapid changes. The wealth is new, philanthropic practices are newer. There are just as many challenges as opportunities. As we are excited with the possibilities the new Chinese dream presents, we should fist have a solid understanding of the language, the culture, and how people connect in this society as well as how they relate to our society at home. </span></span></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-43738963287143832052014-06-27T10:53:00.001-07:002014-06-30T07:56:57.708-07:00White Paper Reveals Key info on Chinese HNWI and UHNWI living in US and Canada<div align="center" class="MsoNormal" style="text-align: center;">
<a href="https://www.blogger.com/null" name="_GoBack"></a>Summary
of the Visas Consulting Group – Hurun White Paper: <o:p></o:p></div>
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Immigration and the
Chinese HNWI 2014<o:p></o:p></div>
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June 6, 2014 Shanghai<o:p></o:p></div>
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<o:p>Translated & Summarized by Melody Song based on the Media Release on June 6, 2014</o:p></div>
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From March 2014 to April 2014, Hurun Report and Visas Consulting surveyed
a total of 141 high net worth individuals (HNWI) in various major cities around
China. The average wealth of respondents was 42 million RMB (CAD$7 million). The report reveals for the first time
insights on motivation, destinations, and other circumstances related to the
decision to apply under the investment immigration program outside of
China. <o:p></o:p></div>
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Key findings of the report are as follows:<o:p></o:p></div>
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On Immigration:<o:p></o:p></div>
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<ul>
<li><span style="text-indent: -0.25in;">Quality education for children (21%), clean
environment (20%) and food safety (19%) are top three motivations for Chinese
HNWI to immigrate.</span></li>
<li><span style="text-indent: -0.25in;">The US is top immigration destination for
Chinese HNWI followed by Canada despite of the changes in immigration law.</span><span style="text-indent: -0.25in;"> </span><span style="text-indent: -0.25in;">Los Angeles, San Francisco and Vancouver are
top three municipal destinations for Chinese HNWI.</span></li>
<li><span style="text-indent: -0.25in;">Top reasons to choose US include: easy to get
resident status, simplification of the immigration process; top reasons to choose
Canada include: easy to get resident status, connection with friends and family
who are already there.</span></li>
<li><span style="font-size: 7pt; text-indent: -0.25in;"> </span><span style="text-indent: -0.25in;">Respondents’ average immigration investment is 5
million RMB (just under CAD$1 million)</span></li>
</ul>
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On Overseas Investment<o:p></o:p></div>
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<ul>
<li><span style="font-size: 7pt; text-indent: -0.25in;"> </span><span style="text-indent: -0.25in;">Real estate has the largest proportion in
Chinese HNWI’s overseas investment portfolio with 43% followed by fixed income
(17%) and shares (13%).</span></li>
<li><span style="text-indent: -0.25in;">Los Angeles, San Francisco and Vancouver are top
three destinations for real estate investment. </span><span style="text-indent: -0.25in;"> </span><span style="text-indent: -0.25in;">40% chooses to invest in single family residence
and close to 50% chooses education district.</span><span style="text-indent: -0.25in;"> </span></li>
<li><span style="text-indent: -0.25in;">Immigration destinations for Chinese
billionaires according to the Hurun Billionaire list 2014 are: 41 to USA whose combined
net worth is 9% of total American’s top rich list; 7 to Canada whose combined
net worth is 20% of total Canadian top rich list.</span></li>
<li><span style="text-indent: -0.25in;">Top 3 study abroad destinations for high school
& below are: UK (29%); US (26%); Canada (12%).</span></li>
<li><span style="text-indent: -0.25in;">Top 3 study abroad destinations for
post-secondary & above are: US (36%); UK (25%); Australia (11%). Canada is #4 at 8%.</span></li>
</ul>
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<!--[if !supportLists]-->-<span style="font-size: 7pt;"> </span>Average age for Chinese billionaire respondents’s
children to be sent abroad for education is 16.<o:p></o:p></div>
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Download complete report: <a href="http://up.hurun.net/Humaz/201406/20140606132402353.pdf">http://up.hurun.net/Humaz/201406/20140606132402353.pdf</a><o:p></o:p></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com3tag:blogger.com,1999:blog-960422941685915572.post-75068431689928161902014-06-16T14:21:00.000-07:002014-06-16T14:23:25.655-07:00New Era of Philanthopy in China<span style="font-family: Arial, Helvetica, sans-serif;">Published as "Philanthropy in China" on AFP e-wire June 11</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><em><span style="font-family: Arial, Helvetica, sans-serif;">by Melody Song MA, CFRE</span></em><br />
<span style="font-family: Arial, Helvetica, sans-serif;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">In April this year, <strong>Jack Ma</strong> (a mainland Chinese native), founder of the Chinese B2B e-commerce website Alibaba, announced that he will set up a personal foundation (in addition to the Alibaba Charitable Foundation) funded by 1 percent of his stock options in the company. </span><br />
<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Alibaba is set to go public in North America with an estimated market cap of US$100 - $200 billion. The <em>minimum</em> worth of his gift would have been around US$70 million. His co-founder <strong>Joseph Tsai</strong> (Taiwanese educated in Yale) also announced that he would match Mr. Ma’s gift. Media around the world have hailed the gesture as the milestone of a new era in Chinese philanthropy. </span><br />
<br />
<span style="font-family: Arial, Helvetica, sans-serif;">Being a native Chinese mainlander and an avid fundraiser, I have been following the philanthropic scene in China for many years. See my blog for past related articles: </span><a href="http://melodysresearch.blogspot.ca/2011/03/philanthropy-in-china.html"><span style="font-family: Arial, Helvetica, sans-serif;">Philanthropy in China</span></a><span style="font-family: Arial, Helvetica, sans-serif;"> and </span><a href="http://melodysresearch.blogspot.ca/2011/03/chen-guangbiao-chinas-philanthropist.html"><span style="font-family: Arial, Helvetica, sans-serif;">Chen Guangbiao – China’s Philanthropist Without a Cause</span></a><span style="font-family: Arial, Helvetica, sans-serif;">.</span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">In these blogs, I have identified barriers to the “emerging civil sectors” in China:</span><br />
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">all China’s NGOs have to be approved by the government, which presents the issue of censorship</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">government-controlled media only publishes what they want people to hear</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">a general lack of transparency and trust in NGOs in mainland China</span></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;">I also discussed that the emerging Chinese business community is the only voice that could potentially challenge government authority and government-endorsed values, as the private sector is granted (relatively) more freedom due to their contribution to the economy. Hence, business could be a driving force to further a real civil sector in China. </span><br />
<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"> In looking at the case of Chen Guangbiao, a high-profile philanthropist who prefers giving out cash on the street and posing in front of a “money wall,” I concluded that ideological suppression paired with the lack of sophistication of China’s "nouveau riche" (“new rich”) had given birth to philanthropists without a cause. I was more than skeptical of soliciting gifts from China. However, things have changed. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Jack Ma’s recent commitment to philanthropy and improved diplomatic and trade relationship between China and Canada has resulted in new opportunity for Canadian fundraisers. We must ask how we can get closer to Chinese philanthropists of the new era like Jack Ma. Here are several observations learned while fundraising in the Chinese community. </span><br />
<span style="font-family: Arial;"></span><br />
<strong><span style="font-family: Arial, Helvetica, sans-serif;">Canada is a popular immigration and education destination for China’s new rich.</span></strong><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Clean air, a stable economy, good higher education institutions and successful multicultural integration has made Canada a very desirable country to live in. Canada also has favorable and easier immigration policies (comparing to the U.S.) and is closer than Australia and New Zealand (which are other popular immigration destinations for Chinese). Many of China’s new rich have been sending their children to Canada to study as well as immigrating to Canada themselves. This trend will continue, further influencing the demographics of our future donors. </span><br />
<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">At a recent speaking engagement, Canadian Ambassador to China <strong>Guy Saint-Jacque </strong>remarked that there has been a 17 percent increase in secondary education students from China to Canada in 2013. Additionally, a new immigration category is needed to replace the investment immigration category that was revoked earlier this year. It is becoming crucial for nonprofits in Canada to invest in an international advancement strategy targeted at the Asian market (specifically China). </span><br />
<span style="font-family: Arial;"></span><br />
<strong><span style="font-family: Arial, Helvetica, sans-serif;">Leveraging government support is beneficial for developing relationships with Chinese prospects.</span></strong><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Since the $15 billion takeover of Nexen last year by the China National Offshore Oil Corporation (CNOOC), Alberta is experiencing what Asia Pacific Foundation calls “the Asian Century.” All three Chinese national oil companies are active in the resource market in Canada together with many other individual investors. Despite hesitation on the Nexen-CNOOC deal, there is a strong eagerness on both sides to continue to develop this mutually beneficial relationship. </span><br />
<span style="font-family: Arial;"></span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">A really good start for a fundraiser who is trying to expand relationships in the Chinese community is to leverage the support from government agencies, including the Chinese Embassy and Chinese Consulates as well as Canadian government agencies facilitating the relationship. Attending events hosted by Chinese consulates and maintaining a good relationship with Chinese diplomats will open doors for connecting with Chinese State Owned Enterprises and Chinese immigrants, as well as immigrants from Hong Kong and other Asian countries. </span><br />
<span style="font-family: Arial;"></span><br />
<strong><span style="font-family: Arial, Helvetica, sans-serif;">Use the business community to develop volunteers and make a presence in China.</span></strong><br />
<span style="font-family: Arial, Helvetica, sans-serif;">As I mentioned before, the business community will be a driving force behind China’s reform in the civil sector and promoting the culture of philanthropy. Sino-Canada trade associations are a great resource for introducing your nonprofit organization to the business community in China. A few key associations are:</span><br />
<ul>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Canada China Business Council (representing large Canadian businesses in China);</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Hong Kong Canada Business Association (representing Canadian businesses in Hong Kong) and</span></li>
<li><span style="font-family: Arial, Helvetica, sans-serif;">Canada China Chamber of Commerce (representing large Chinese State Owned Enterprises in Canada).</span></li>
</ul>
<span style="font-family: Arial, Helvetica, sans-serif;">These associations are happy to help nonprofits establish a presence in China using their resources and events. Another benefit of involvement with these associations is that you can easily identify and connect with Canadian businesses who are interested in doing business in China. A nonprofit charitable project related to China could be a great platform to connect Chinese and Canadian businesses as partners. </span><br />
<span style="font-family: Arial;"></span><br />
<strong><span style="font-family: Arial, Helvetica, sans-serif;">Speak Mandarin and understand the Chinese culture.</span></strong><br />
<span style="font-family: Arial, Helvetica, sans-serif;">It is ideal to hire fundraisers who speak Mandarin, the official language that is prominent in mainland China, Taiwan, Hong Kong, Singapore and other South East Asian countries dominated by Chinese decedents. That said, professional fundraisers with a Chinese background are difficult to find. In Canada, we are lucky to have a more diverse workforce compared to any other country. Therefore, it is possible to develop more talent who can master the language. I have seen very successful fundraisers who don’t speak Mandarin. However, I believe mastery of the language will help you connect with the Asian community much faster. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Chinese culture is very different from Western culture. Fundraisers are in the business of relationship building. It is essential to understand the cultural nuances and differences in building a relationship with potential Chinese prospects. Unlike multicultural Canada, China is dominated by the Han-culture. We shouldn’t expect Chinese prospects to be as adaptable as Canadians. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;"> </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">The perception of philanthropy and philanthropists is also very different and strategies will have to be modified accordingly. If you do not have a Chinese background but would like to engage the Chinese and Asian communities, you could start by taking a workshop or course in “doing business with Chinese” (available from organization like the CCBC) or developing a volunteer network of Chinese natives. </span><br />
<span style="font-family: Arial, Helvetica, sans-serif;">Facing a new era of philanthropy in China, and in consideration of China’s special relationship with our country, Canada's nonprofit sector should consider market specific strategy for fundraising success to engage Chinese philanthropists in China and at home.</span><br />
<span style="font-family: Arial;"></span><br />
<em><span style="font-family: Arial, Helvetica, sans-serif;">As a Senior Development Officer with the Calgary Zoo, <strong>Melody Song</strong> is responsible for identifying, cultivating and soliciting major gifts from and stewarding relationships with prospects of the Asian/Chinese community in Canada and overseas. She also manages prospect research and prospect management of the Calgary Zoo's current $50 million capital campaign. Contact her at </span></em><a href="mailto:MelodyS@calgaryzoo.com"><em><span style="font-family: Arial, Helvetica, sans-serif;">MelodyS@calgaryzoo.com</span></em></a><em><span style="font-family: Arial, Helvetica, sans-serif;">.</span></em>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-74610018898052241322013-10-21T08:21:00.000-07:002013-10-21T08:21:21.195-07:00Out of the Comfort Zone - A Recap of the 2013 APRA International Conference
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<span style="font-family: Franklin Gothic Book;">A year after I first attended APRA International Conference,
I had already forgotten the feeling of seeing 1000 researchers in one room:
definitely thrilled, a bit scary perhaps. I am so used to being in the minority
and all of sudden, voila, you see researchers everywhere! What’s even scarier
to see is all 1000 researchers standing up on their feet and doing a happy
dance together!<span style="mso-spacerun: yes;"> </span>What was going on?!<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">Ok, let’s back up.<o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">August 7, 2013, first day of conference.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">We all woke up as our up-tight researcher type selves in
Baltimore, the World Capital of Blue Crabs, to attend the 25th APRA
International Conference.<span style="mso-spacerun: yes;"> </span>What we or at
least some of us didn’t know was that Jon Duschinsky was such an energetic
opening keynote speaker that we might just end up dancing in the end…<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">Jon is the author of “Philanthropy in a Flat World” (2008)
and “(me)volution” (2012).<span style="mso-spacerun: yes;"> </span>His delivery
of the keynote on “Access People Power” is nothing but exuberant and passionate
(with a cute British accent too).<span style="mso-spacerun: yes;">
</span>“People power” for researchers is the knowledge research brings to help
us cope with a fast-changing world.<span style="mso-spacerun: yes;">
</span>Non-profit organizations need to adapt to the pace or as Jon put it
“people will change the world (through social ventures and social media) and
bypass organizations like ours as we are too slow and cumbersome”.<span style="mso-spacerun: yes;"> </span>Jon proposed that we kill “SWAT” analysis
(“stone dead!” as Jon said) and replace strategic sessions with a 15 min brief
from researchers. People like us shouldn’t be in the shadows, he insisted,
researchers should “drive agendas” for our organizations.<span style="mso-spacerun: yes;"> </span>But he also posed a valid question, are
researchers in the shadows because we like to be there?<span style="mso-spacerun: yes;"> </span>Are we uncomfortable getting out of our
comfort zone?<o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">Fast forward to the afternoon of that day: I attended a
session called “From Researcher to Vice President: You Can Get There,” which
was presented to a jam packed audience.<span style="mso-spacerun: yes;">
</span>The presenters of the session were Shelby Radcliffe and David Shanton,
both had rose above their “humble” researcher origin to “glamorous” Vice President-hood.
I loved that most of the session was a direct conversation with the audience.
One most interesting discussion was when Shelby said that, as the Vice
President of Advancement, she was more concerned about hiring and retaining a
frontline development officer than a researcher, since the market for someone
who could close big gifts had been very competitive.<span style="mso-spacerun: yes;"> </span>“The harsh reality for researchers is that
they stay and not moving much,” she explained and as a result “dollars will
never go to a researcher’s job unless he or she is doing something
exceptional”.<span style="mso-spacerun: yes;"> </span>She also added “the bottom
line of an organization is directly and immediately affected by frontline
fundraisers but never by researchers”.<span style="mso-spacerun: yes;">
</span>These comments provoked outrage from the audience, as expected.<span style="mso-spacerun: yes;"> </span>“Sounded like we were being punished by our
loyalty.<span style="mso-spacerun: yes;"> </span>Is it true that the only way to
move up is to threaten our bosses and start looking around?” asked one audience
member.<span style="mso-spacerun: yes;"> </span>The answer was yes.<span style="mso-spacerun: yes;"> </span>Both presenters had stepped out of their
comfort zones and took risks to advance their careers.<span style="mso-spacerun: yes;"> </span>For example, Shelby had volunteered to do
donor visits and annual donor events. Because of her front-line experience, she
was able to make changes and run the research division completely different and
this made her stand out.<span style="mso-spacerun: yes;"> </span>Incidentally,
both presenters didn’t have formal frontline fundraising in their career track
at all.<span style="mso-spacerun: yes;"> </span>David thought that what gave a
researcher an edge, when it came to moving up to the leadership role, was the
understanding of the advancement operation as a whole, thus making it easier
for a researcher to design and operationalize strategy.<span style="mso-spacerun: yes;"> </span>“Researchers are in perfect position to be
leaders in campaign planning,” added Shelby.<span style="mso-spacerun: yes;">
</span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">Both presenters agreed that there was definitely a trend for
advancement services to move towards more accountability and information based
decision making as well as towards the science of fundraising. Having a
research background provides us with a great foundation if one aspires to move
into an advancement management role.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">One other important tip that they mentioned is that
researchers need to improve their presentation skills. Even if a Major Gift
career is not required for someone to move up the track, it’s nice to have the
ability to present your case and talk about the organization at a higher
level.<span style="mso-spacerun: yes;"> </span>The ability to network beyond the
research world (such as attending<span style="mso-spacerun: yes;"> </span>AFP or
CASE conferences) also helps to create opportunities to move either vertically
or horizontally.<o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">Maybe some researchers are asking: what if some of us just
don’t want to move into a leadership role. We enjoy what we do. Does this mean
that we can stay in our comfort zone? What change would come if we stay in the
researcher role? Well, read on then as many other suggestions follow.<o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">August 8, second day of conference.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">The Canadians ended the first day of the conference by
going<span style="mso-spacerun: yes;"> </span>wild that night ().<span style="mso-spacerun: yes;"> </span>We went to Captain James Crab House and
experienced a Baltimore style crab shack experience where we sat around a
brown-papered picnic table on a floating dock and had all-you-can-eat blue
crabs and round of drinks courtesy of iwave).<span style="mso-spacerun: yes;">
</span>I can tell you that the researchers present at the feast certainly went
out of their comfort zones and went down and dirty with the crabs!<span style="mso-spacerun: yes;"> </span>Guess what’s for breakfast the next day? Crab
cake cheese quiche (yes I’m mentioning “crab” for the 5th time). Crabs also
accompanied the first “APRA Talk” – a series of mock Ted talks on innovative
ideas in prospect research.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">At one of these APRA Talk sessions, Valerie Anastasio from
Boston Children’s Hospital Trust reviewed how prospect research had changed
over the years (from micro-fiche to internet), and predicted that a lot of the
quantitative and data-intensive part of the job would be replaced by vendors or
computer generated information (woo, we are being replaced by machines!).<span style="mso-spacerun: yes;"> </span>She wanted us to think “in the face of an
information delivery landscape that is evolving rapidly, how will prospect
researchers need to respond to ensure that our work continues to be integrated,
strategic, and actionable?”<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">As she left the discussion open ended, my answer<span style="mso-spacerun: yes;"> </span>is that researchers need to become more like
fundraisers.<span style="mso-spacerun: yes;"> </span>We should not be viewed or
operate as a service department in another building but more as team members in
the Major Gift team as we deliver more qualitative and strategic
recommendations in an advisory capacity.<span style="mso-spacerun: yes;">
</span>As such, we need to learn more about frontline fundraising and equip
ourselves with skills that complement our knowledge about donors (such as
presentation and communication skills, and knowledge about relationship
building).<span style="mso-spacerun: yes;"> </span>Another possibility is for
the research department<span style="mso-spacerun: yes;"> </span>to become a
central intelligent office, in terms of donor and market research, which would
be as essential and valuable to non-profit organizations as the market research
department is for the<span style="mso-spacerun: yes;"> </span>for-profit
organizations.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">As Jon mentioned on the first day, we as researchers should
elevate ourselves from being “nice to have” to the “core business” of the
organization.<span style="mso-spacerun: yes;"> </span>This will require us not
just to do research on our prospects and write profiles, but also to research
and provide insights to understanding the world around us and what are
customers and donors really want and care for.<o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">I think it’s really timely that the theme of this issue of
SCOOP is career related as it is obviously a hot issue in the whole prospect
research community now.<span style="mso-spacerun: yes;"> </span>Whether we are
being replaced by machines or not, one sure thing is that our job is changing
and we need to change with it.<span style="mso-spacerun: yes;"> </span>I
sometimes get the feeling that we became very removed from the excitement of
the frontline.<span style="mso-spacerun: yes;"> </span>We get consumed with
processes and information so much that we forget why we are doing what we do.
Just like frontline development officers, we are fundraisers.<span style="mso-spacerun: yes;"> </span>We are facilitators of philanthropy. We
connect philanthropists with causes.<span style="mso-spacerun: yes;"> </span>We
are making a difference.<span style="mso-spacerun: yes;"> </span>And that’s a
really good reason for us to get on our feet to do a happy dance!.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
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<span style="font-family: Franklin Gothic Book;">To advance the profession of prospect research, we need to
immerse ourselves in the culture of philanthropy and the causes we are serving
and ask ourselves, what is my value in making this happen?<span style="mso-spacerun: yes;"> </span>It may require us to learn more about the art
of fundraising (in addition to what we know about information management) and
to be closer to the causes.<span style="mso-spacerun: yes;"> </span>If you think
you can make a bigger difference by making changes to your job (i.e. become a
leader, a consultant, a manager where you have more said) then you should go
ahead and do it.<span style="mso-spacerun: yes;"> </span>I agree that there is a
comfort zone for researchers.<span style="mso-spacerun: yes;"> </span>The
comfort zone is data and information.<span style="mso-spacerun: yes;"> </span>We
need to move beyond processing data and information and look into ways of
delivering data and information that can be valuable<span style="mso-spacerun: yes;"> </span>to our causes.<span style="mso-spacerun: yes;"> </span>As Jon Duschinsky put it: “This is a time of
profound opportunity. For the work we do as prospect researchers will not just
transform the organization we work for but also help us to take some real steps
to change the world and to challenge ourselves”.<o:p></o:p></span></div>
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Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-45119038829572804122013-09-09T15:14:00.003-07:002013-09-09T15:14:51.058-07:00Leveraging Events for Prospecting
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Going
from a large non-profit organization to a smaller one is a complete culture
shift for a prospect researcher.<span style="mso-spacerun: yes;"> </span>I had
recently left my position at a secondary education institution to work at the
Calgary Zoo.<span style="mso-spacerun: yes;"> </span>It was a switch from a
matured development team with three prospect researchers to a growing
seven-member team and a one-person research shop.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<br />
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<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">While
I enjoyed establishing the research practice for the first time for an
organization and being close to the cause that I loved, I also discovered that
you get pulled into all kinds of fundraising activities that can certainly be distracting
but extremely useful (for prospecting) at the same time. Very quickly, I found
myself organizing events for the opening of the zoo’s new $25 million penguin
exhibit.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Zoos
are often viewed as attractions.<span style="mso-spacerun: yes;"> </span>Modern
zoos, however, have made conservation and species protection their number one
mission.<span style="mso-spacerun: yes;"> </span>One of our goals is to connect the
urban population (especially children) with nature while managing the
reproduction of endangered species either on the zoo grounds or through
outreach programs in the wild.<span style="mso-spacerun: yes;"> </span>Hence,
one of the challenges of the Development department is to connect people with
our real cause so they stop perceiving us as “Disney World”.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;"><o:p> </o:p></span><br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">I
realized that although I might not be doing the regular prospect research work
at my desk, I could still create prospecting opportunities with this unique
occasion.<span style="mso-spacerun: yes;"> </span>The team had segmented our
constituent base and scheduled three or four preview private tours for each
group.<span style="mso-spacerun: yes;"> </span>I took ownership of couple events
aimed at engaging community leaders who had not supported the zoo before. <span style="mso-spacerun: yes;"> </span>The result was not only the successful opening
of a new zoo exhibit, we were also able to bring a dozen philanthropists and
industry leaders and their families to the zoo, engage them in a guided tour
with our head of conservation and host them at a brunch where they were
strategically seated with one or two members from the zoo’s leadership team. <o:p></o:p></span><br />
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Working
the event gave me all sorts of information that I would have never been able to
find from secondary sources i.e. family information (especially about children
and grand children), personal contact information, personal interests etc.<span style="mso-spacerun: yes;"> </span>By the end of the event, Board members are
motivated by the success of connecting prospects they know with the zoo and
Development Officers are busy with follow ups and new cultivation plans. <o:p></o:p></span></div>
<br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">I
remember the time when I was desperately trying to find linkage to a prospect or
to propose engagement opportunities.<span style="mso-spacerun: yes;"> </span>As
far as events are concerned, researchers are often in the reactive role of
preparing event and attendee profiles. I suggest that we should proactively be
involved in doing prospecting events from the planning stage! Of course, this
doesn’t mean that every prospect researcher needs to become an event organizer
(a scary thought indeed!).<span style="mso-spacerun: yes;"> </span>The research
shop could, however, be more involved in some “prospecting” events where
researchers can conduct first-hand research in stead of taking a back-seat. Here
is a summary of things prospect researchers can do to leverage events for
prospecting:<o:p></o:p></span><br />
<br />
<b style="mso-bidi-font-weight: normal;"><span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Dedicated Prospecting
Event<o:p></o:p></span></b><br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Although
not everyone has penguins or any other cute, exotic and endangered animals to
attract people, you may have a high-profiled speaker or a celebrity attended
event which you can leverage to bring in brand new prospects.<span style="mso-spacerun: yes;"> </span>You need to make sure that the event is
unique and speaks to the mission and vision of the organization.<span style="mso-spacerun: yes;"> </span>It’s useful to segment the database and plan
a whole year of events in advance and designated one event for prospecting.
Prospect researchers should own the invitation lists and provide input and
strategies on who to invite.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<br />
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<b style="mso-bidi-font-weight: normal;"><span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Board &
Leadership Involvement <o:p></o:p></span></b></div>
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Before
our event, we had just completed a peer review session with our board (where a
prospect list was screened by board members). So we asked the board to help us
invite the prospects they had identified.<span style="mso-spacerun: yes;">
</span>As the event was targeted at prospects we didn’t know, help from the board
was crucial to make sure that a group of quality prospects attended and were hosted
properly.<span style="mso-spacerun: yes;"> </span>Prospect researchers should be
involved in the seating arrangements and providing attendee profiles,
preferably in a briefing meeting to the leadership team who will be seated
strategically with prospects.<span style="mso-spacerun: yes;"> </span>While
small to medium sized non-profits can do this easily, I can see challenges with
bigger institutions where prospect researchers rarely interact with board and
leadership.<span style="mso-spacerun: yes;"> </span>It certainly is a big time-saver
and much more effective if prospect researchers can be face-to-face with the
leadership team when presenting the seating chart and talking about prospects
instead of filling out lengthy prospect briefings that are not guaranteed to be
viewed.<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<br />
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<b style="mso-bidi-font-weight: normal;"><span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Meet & Greet Guests<o:p></o:p></span></b></div>
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">I
found it useful for the researcher to be at the reception table (or parking
lot) checking off names as guests come in for any development related event.<span style="mso-spacerun: yes;"> </span>If you are not the organizer of the event,
you can volunteer for this role. Being a greeter enables the researcher to meet
every guest while freeing up Development Officers to work the room. Meeting
prospects in person can also provide a wealth of information from family
composition to personal disposition which are all valuable when making
strategic comments and suggestions in research reports.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<br />
<b style="mso-bidi-font-weight: normal;"><span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Event Follow Up<o:p></o:p></span></b><br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">Last
but not least, researchers should follow up with team members and leadership about
conversations and interactions with guests and ensure that everything is
recorded in the database.<span style="mso-spacerun: yes;"> </span>A successful
prospecting event can immediately affect the pipeline. Researchers need to follow
up with account assignment/clearance and adjustment of solicitation strategies
accordingly.<o:p></o:p></span><br />
<br />
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">While
many of us are adopting a more proactive approach to prospect research, we also
need to recognize that being proactive means that we could do some “field work”
along side of frontline fundraisers.<span style="mso-spacerun: yes;">
</span>Researchers should be more integrated into all fundraising activities
and be in the driver’s seat for prospecting initiatives.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span><br />
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;">For
those of us in smaller research shops, although we may have to pitch in from
time to time on projects outside our research duties, we are more empowered and
flexible to promote the researcher’s role as a partner in fundraising as well
as creating and testing new prospecting practices. <o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="margin: 0in 0in 0pt;">
<span lang="EN-CA" style="font-family: "Arial","sans-serif"; font-size: 11pt;"><span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-38055392440099117202012-08-16T17:11:00.000-07:002012-08-16T17:11:41.955-07:002012 APRA International Conference Review
<br />
<div class="MsoNormal">
It’s a steaming early August evening in Minneapolis.<span style="mso-spacerun: yes;"> </span>I deposited my rented bike into the NiceRide
bike sharing system at the intersection of Franklin & Hennepin, two major
thorough fairs that run through the trendy neighborhood of Uptown
Minneapolis.<span style="mso-spacerun: yes;"> </span>I was happy that I stumbled
upon NiceRide which allowed me to escape the empty shell of downtown and
explored this livelier part of the city.<span style="mso-spacerun: yes;">
</span>I read somewhere that “discovering a favourite street in any city is
always the tipping point from being just a visitor to feeling at home”. So when
I looked up and saw the Sabastian Joe’s ice cream shop siting on the corner of
the street, I had a feeling that this is it, the sweet spot.<span style="mso-spacerun: yes;"> </span><o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Going to an international conference as the sole
representative of your organization can be as unsettling as visiting a brand
new city.<span style="mso-spacerun: yes;"> </span>As a first-time goer of APRA
International Conference, I was first stunned by the sheer volume of
researchers there. The feeling of being somewhat “special” as one of the twenty
or so prospect researchers in Calgary (or even amongst the very special 200 or
so members of APRA Canada) quickly vanishes.<span style="mso-spacerun: yes;">
</span>I felt a little lost and overwhelmed for the first couple of days.<span style="mso-spacerun: yes;"> </span>Then I found the “favourite street”, my “ice
cream shop” at Elizabeth Crabtree’s session on “Substance, Matter, Function
& Form: High-Impact Research Analysis and Report Writing”.<span style="mso-spacerun: yes;"> </span>This jam-packed and much-tweeted session
further confirmed my belief that Prospect Research is just as much about <u>communication</u>
as it is about information.<span style="mso-spacerun: yes;"> </span>It was eye
opening to see the level of sophistication, originality, and seeds of proactive
prospecting in the original profiles from decades ago that was kept on file at
Brown University (great record keeping!).<span style="mso-spacerun: yes;">
</span>It was also such a privilege to listen to a true veteran like Elizabeth
Crabtree, the recipients of the first APRA Visionary Award, to speak about our
profession with such confidence and honesty.<span style="mso-spacerun: yes;">
</span>Her presentation style was as concise and sharp as the kind of research
analysis she advocated.<span style="mso-spacerun: yes;"> </span>I loved her
comments like “my own ratings are always better than the ratings from vendors,
seriously” or “we (prospect researchers) are not in the university’s
secretarial pool”. Yes, seriously!<span style="mso-spacerun: yes;">
</span>Although most of us can probably say that we are already able to
implement the one-pager format, to report inferred value (especially in Canada
when information is scarcer), and to make strategic advices as they had done at
Brown,<span style="mso-spacerun: yes;"> </span>it is still a great feeling to be
validated and cheered on by a voice of authority in the field.<span style="mso-spacerun: yes;"> </span>She really brought it home for me when she
presented the success story by showing us the original document of a prospect
researcher’s advice on cultivating Warren Alpert for a major gift back in 1992
that had resulted 15 years later in a $100 million naming gift to the now
Warren Alpert School of Medicine.<span style="mso-spacerun: yes;"> </span>At the
end of the session, I realized although sharing and learning tools are perhaps
the main functions of a conference, I was also looking to be inspired.<o:p></o:p></div>
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Another impressive session that hit the sweet spot for me was
the penal discussion on the future of Data Modeling by Josh Birkholz, Peter
Wylie, and Marianne Pelletier.<span style="mso-spacerun: yes;"> </span>It’s
filled with enlightening stories and ideas that I tried to jot down at furious
speed. When you are able to speak to a subject without any preparation and
powerpoint presentation and still entertain a roomful of researchers, you are
definitely reaching that inspiring level of expertise like these three.<span style="mso-spacerun: yes;"> </span>When talking about talents in the field of
data analytics, Josh Birholz characterized three main traits: sense of
curiosity, a belief that you can do it, and fundraising knowledge base (he
emphasized that knowledge base and experience can be taught and earned but the
first two traits are harder to come by).<span style="mso-spacerun: yes;">
</span>On the future of data modeling, the experts had many good questions and
thought-provoking ideas to be developed (perhaps by us) including: more and
more automate process (is it good or bad?), process modeling (a switch from who
to how; i.e. how do we close more gifts instead of who should we ask), how do
we deal with more and more data that’s going to be available through the internet
and how do we gather all the social media information into the database,
process, retrieve and analyze them.<span style="mso-spacerun: yes;"> </span>One
of Canada’s own, Kevin MacDonell of Dalhousie University, got mentioned for
upcoming books and projects.<span style="mso-spacerun: yes;"> </span>What a
great representation of Canada in the forefront of data analytics!<o:p></o:p></div>
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I finally found my Canadian colleagues thanks to Sarah
Anderson and Liz Rejman for their diligent organization of our Canadian
dinner.<span style="mso-spacerun: yes;"> </span>I would like to suggest to the
organizers to bring a small Canadian flag next time as we do all look very alike
the Americans (who don’t look alike these days with the diversity we are
enjoying in every part of the world)!<span style="mso-spacerun: yes;">
</span>Some of us even ended up on the patio of Brit Pub, a roof top patio a
block away from the hotel that’s perhaps the only visibly crowded spot in
downtown Minneapolis after 10pm.<span style="mso-spacerun: yes;"> </span>There
was a huge TV screen playing the Olympic coverage at the back of a lawn bowling
court in the centre of the patio (all on the roof of a parking garage out in
the open).<span style="mso-spacerun: yes;"> </span>There, I was feeling it
again, the warm and fuzzy feeling of familiarity and contentment, surrounded by
colleagues who share my work and passion, in awe by the inspiring events
happening on the big screen. I realized that this is maybe why we go to
conferences, to be validated, inspired or simply to enjoy the accompaniment of
those who also work in this exciting field we call Prospect Research.<span style="mso-spacerun: yes;"> </span><o:p></o:p></div>
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<o:p>----</o:p></div>
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A Senior Prospect Researcher at the Calgary Zoo, Melody Song
is APRA Canada’s scholarship recipient for the APRA 25<sup>th</sup>
International Conference 2012.<span style="mso-spacerun: yes;"> </span>Melody
will also be presenting on Relationship Mapping for Major Gift at the APRA
Canada Conference 2012.<o:p></o:p></div>
Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0Minneapolis, MN, USA44.983334 -93.2666744.893485 -93.4245985 45.073183 -93.108741500000008tag:blogger.com,1999:blog-960422941685915572.post-85752881308377086102011-03-30T14:47:00.000-07:002011-03-30T14:47:31.496-07:00Chen Guangbiao -China's Philanthropist Without a Cause<!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">After reading my last blog on philanthropy in China, one of my Chinese friends urged me to examine the case of Chen Guangbiao—the self-proclaimed “China’s First Philanthropist”. In fact, she told me that she despised Chen who is obviously taking advantage of his charity work for self-promotion.<span> </span>At first, I think it’s interesting how philanthropists are viewed in China and in the West.<span> </span>High-profiled philanthropists are generally considered as inspiring in the West but sources of controversy in China.<span> </span>Philanthropy is not new in China. But Chinese traditional idea promotes anonymity.<span> </span>As one of the Confucius virtue goes: “we should not expect to be remembered when we give, but a gift is never forgotten when we receive” (</span><span style="line-height: 115%;">施恩不念</span><span style="line-height: 115%;">, </span><span style="line-height: 115%;">受恩不忘</span><span style="line-height: 115%;">)</span><span style="line-height: 115%;">.<span> </span>Even the Communism Regime promoted self-less act of kindness like my childhood hero the People’s Liberation Army soldier Lei Feng, who helped others anonymously.<span> </span></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><br />
</div><div style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span>The 2008 Sichuan Earthquake has given rise to a new generation of Chinese philanthropists. According to the article <i>Philanthropy the Chinese Way</i>, “<span style="color: black;">During the 2008 Sichuan earthquake for example, a large number of Taiwanese businesses donated huge sums of money but this was all done in a low-profile manner. Chinese enterprises meanwhile adopted a completely different approach.<span> </span>Chinese beverage giant Wang Lao Ji in Guangdong donated 100 million yuan (US$15.2m) but also generated quite a lot of publicity in doing so. Some local media reports even described the massive donation as a good piece of business. By contrast, similar amounts were donated by certain Taiwanese enterprises, though they did it quietly” (2011, wantchinatime.com).<span> </span></span></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">Chen Guangbiao has been the representative of the Chinese high-profiled philanthropists from the beginning.<span> </span><span></span>Let’s look at a chronology of Chen’s good deeds:</span></span></div><ul style="font-family: Arial,Helvetica,sans-serif;"><li><span style="font-size: small;"><span style="line-height: 115%;"><span><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span></span><span style="line-height: 115%;">2008 Sichuan Earthquake: Chen donated 181 million Yuan (about CAD$30 million) </span></span></li>
<li><span style="font-size: small;"><span style="line-height: 115%;"><span><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span></span><span style="line-height: 115%;">2008 Wenchuan Earthquake: Chen organized a private rescue team including himself and rescued 11 survivors.<span> </span>However, he made earthquake survivors took a photo with him holding up 200 yuan bills in their hands. <span> </span>Some in the press accused Chen of conducting “violent philanthropy” by taking advantage of a tragic situation for shameless self-promotion.</span></span></li>
<li><span style="font-size: small;"><span style="line-height: 115%;"><span><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span></span><span style="line-height: 115%;">2009 Chen hosted a banquet with Bill Gates and Warren Buffet promoting philanthropy. He pledged all his wealth to charity after he dies.</span></span></li>
<li><span style="font-size: small;"><span style="line-height: 115%;"><span><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span></span><span style="line-height: 115%;">2011 Chen built a “money wall” with his donation of 15 million yuan (CAD$2.5 million) at an event in Nanjing where a huge pile of hundred yuan notes was stacked up behind him, providing the media with a good photo opportunity. Similar photo ops were also held in other parts of China.</span></span></li>
<li><span style="font-size: small;"><span style="line-height: 115%;"><span><span style="font-size-adjust: none; font-stretch: normal; font-style: normal; font-variant: normal; font-weight: normal; line-height: normal;"></span></span></span><span style="line-height: 115%;">2011 Chen went to Taiwan with a delegate of Chinese entrepreneurs and distributed cash on the street to low income families.<span> </span>A staged event to distribute cash to representatives of low income families had ended chaotically with large amount of people grabbing and shoving. The incident generated unfavorable press in Taiwan mainly accusing Chen of not being considerate of the dignity of people he wanted to help and to create high profile promotional opportunity for himself.<span> </span></span></span></li>
</ul><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">So where did this new Chinese way of philanthropy come from?<span> </span>What’s wrong with the picture of the Chinese philanthropist grinning in front of a money wall?</span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;"><br />
</span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">Despite of China’s enormous economic success, Chinese society is not “business as usual” as most people in the West would assume.<span> </span>Looking closely, anything to do with ideology including arts, culture, and religion do not enjoy as much freedom as the business community.<span> </span>The art world in China, for example, either exudes inexplicable surrealism or extreme commercialism.<span> </span>Artistic, cultural, and religious communities are carving their ways around the Party lines to seek alternative voices to compensate for the lack of freedom of expression especially after the Tian’anmen crack-down in 1989.<span> </span>Philanthropy, especially the concept of a cause, has numerous ideological undertones that the Chinese government doesn’t like or even is afraid of.<span> </span>A cause is essentially an idea often related to social reform and social change.<span> </span>It often involves mobilizing the masses. Although everyone is advocating for less government involvement in the Chinese NGOs, I don’t’ see government giving free reign on the subject of “causes” any time soon just because the ideological implications.<span> </span>On the other hand, random act of kindness without specific purposes are greatly encouraged.<span> </span>Chinese government perhaps would have more problems with a philanthropist advocating a cause than someone like Chen Guangbiao’s outrageous display and self promotion.<span> </span>In a way, like the art community, a commercial twist might be the way to negotiate the growth for philanthropy in China.<span> </span></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;"><br />
</span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">A sharp contrast is the reaction of Taiwan to Chen’s money-throwing tour.<span> </span>Taiwan media and Taiwan authorities expressed overwhelming disapprovals.<span> </span>According to one report, Chen’s refusal to give through charity organizations and to directly distribute cash to the hands of the needy showed that he is mal-informed of the Taiwanese civil society.<span> </span>Unlike mainland China, Taiwanese charity organizations are regulated and accountable for donations.<span> </span><span> </span>By disregarding this “cultural” difference, Chen caused the commotion that had hurt the dignity of those who were supposed to benefit. This incident further shows the lack of understanding of how philanthropy works in a democratic society by the newly riches of China. </span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">In conclusion, ideological suppression paired with the lack of sophistication of China’s Nouveau Riche had given birth to this Philanthropy the Chinese Way and its philanthropists without a cause.<span> </span></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><span style="line-height: 115%;">References</span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><a href="http://www.wantchinatimes.com/news-subclass-cnt.aspx?id=20110126000138&cid=1603"><span style="line-height: 115%;">http://www.wantchinatimes.com/news-subclass-cnt.aspx?id=20110126000138&cid=1603</span></a><span style="line-height: 115%;"></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><span style="font-size: small;"><a href="http://www.knowledgeatwharton.com.cn/index.cfm?fa=viewArticle&articleID=2337&languageid=1"><span style="line-height: 115%;">http://www.knowledgeatwharton.com.cn/index.cfm?fa=viewArticle&articleID=2337&languageid=1</span></a><span style="line-height: 115%;"></span></span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif; margin-bottom: 0.0001pt;"><br />
</div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-7433448133601117482011-03-04T09:05:00.000-08:002011-03-04T12:06:05.250-08:00Philanthropy in China<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">I had attended a very interesting webinar yesterday hosted by Foundation Search and Metasoft Systems on Philanthropy in China. I had long been questioning the overwhelming response in the North American fundraisers on a so-called “emerging civil sector” in China. As someone who is born and raised in China, I don’t see a true civil society and a voluntary sector in China unless drastic changes are made in the social and political landscape first. I am very glad that the webinar had included a presenter like Blake Bromley who had a way deeper understanding of the problems China’s facing as well as seeing through the façade of “Chinese philanthropy” that North American fundraisers are naively embracing. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Here is a summary of what I had experienced and also learned about philanthropy and the civil sector in China:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Government Controlled Causes<br />
</b>There are no truly independent NGOs in China. Every charity organization had to be approved by the government. The causes these NGO supports therefore have to be in line with the state or party principles. This means that government effectively controls what causes can be supported in China. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Reading Between the Lines<br />
</b>What got most North American fundraiser excited is the published numbers of donations by China Daily. China Daily is a 100% government controlled media. Chinese and expatriates in China had long learned the art of “reading between the lines” as government controlled media, as Blake Bromley had pointed out in the webinar, only publishes what they want you to hear. When I see such number published, instead of rejoicing for an “emerging civil society” in China, I would question the motive and strategy of the government for placing a piece like that in the media. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Lack of Transparency<br />
</b>There is still a tremendous lack of transparency in China on how the relieve fund were used. The authority of using the fund usually lies in local governments (dictated by Central government). There is a huge gap among local governments in China and between central and local governments in terms of government transparency and sophistication. Deals are happening under the table and the so called donor reports and donor stewardship could be manufactured to be “what they want you to hear or what you like to hear”. Even when Vivan Smith mentioned an organization that’s consists of 100% volunteers. A Chinese person would immediately question: Are people volunteered or voluntold? Nothing can be taken at face-value due to the complexity of Chinese society.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>The Power of the Business Community<br />
</b>I have argued in my Master thesis on Cultural and Ideological influence of Chinese Advertising (Song 2000), that the emerging Chinese business community is the only voice that could potentially challenge the government authority and government endorsed values (especially the re-engineering of the revitalization of the Confucius values) . Being away from China for more than 15 years, I am glad to hear from Blake Bromley yesterday that this is still the case that the most innovative ideas that came from China are from the private sector where businesses are granted relatively more freedom due to their contribution to the economy than NGOs in the civil sector. I believe the elite class in China will continue to find ways to get their voices heard through the private sector instead of the “civil sector”.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Is there philanthropy in China?<br />
</b>It doesn’t mean that there is no philanthropy in China. Government controlled NGOs are doing some work. Control causes are better than no cause especially when it comes to disaster relieves. Chinese people might prefer to give clothing, books or durable household items instead of money to make sure that people in distress are being helped. The deep rooting family value in the Chinese culture will still manifest its influence so that supports and wealth can be shared amongst family members often stretched geographically due to the rural to urban migration movement. I would be more worried about the Chinese Youth (to Blake’s point of the “disappearing family” in China) than rejoicing to the “Strong Youth in China” (which is one of the things they want the AFP delegates to hear). What does the “disappearing family” mean to the value of people helping each other in a clan or a family network? That would truly be an interesting phenomenon to see as the new generation in China takes reigns in a decade. It’s true that there are wealthy people in China. But it does not mean that China is on the same level ground as those of us in North America when it comes to civil sector and philanthropy. Is the Chinese society ready for a true civil sector where true philanthropy can thrive? I don’t think so. The huge economic disparity in urban and rural China, the government transparency issue, currency control, and the control of ideology are all but just a few of the social economical barriers for a true civil society. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Asian Philanthropy: What is the opportunity?<br />
</b>So what is the true opportunity here as asked by the title of this webinar? I don’t see Chinese wealth flows out of Mainland China into North America at all with the government control of foreign reserve and the lack of motivation perhaps for Chinese to help causes in North America (why? Isn’t there enough problems in China left to be fixed first?). We also had to make a big distinction between Hong Kong and Mainland China. The wealthy people in Hong Kong are educated in the West, globe trotting cosmopolitans who have liquidity (often means wealth in Western banks instead of Chinese banks) to donate to the west as well as the affinity to mainstream values in the West. There are certainly opportunities there. However, I think fundraisers in North America should put in the same amount of enthusiasm and dedication into understanding the Chinese ethic group who live in North America. Especially in Canada where ethnic population will increase exponentially and we are left facing a different demographic landscape. The true opportunity of Asian philanthropy lies at home after all.<br />
<br />
Reference<br />
Song, Qian (Melody) 2000. <i>Rethinking Cannes: a study of the debate on the cultural and ideological aspects of commercial advertising in China</i>.<br />
</div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com3tag:blogger.com,1999:blog-960422941685915572.post-22425637401657126402011-02-16T15:08:00.000-08:002011-02-16T15:08:05.141-08:00Relationship Mapping for a Constituency with NodeXL<!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-CA</w:LidThemeOther> <w:LidThemeAsian>ZH-CN</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> <w:UseFELayout/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">I have talked about the importance of individual relationship mapping in my previous blog but what I found most interesting with this whole data visualization business is when I link all the individual maps together into a relationship database.<span> </span>For those of you who are lucky enough to have a good fundraising database, you could perhaps export data from your existing constituency as well.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">In this constituency mapping, individuals do not only have first degree connections, but second or third degree connections.<span> </span>The visualization tool I’m using is NodeXL, a free Excel plugin.<span> </span>It works as an excel spreadsheet for the most part but generate a template that visualize the data for you.<span> </span>NodeXL enables users to extract “Sub-graphs” for individuals at different degrees level.<span> </span>See examples below: Figure 1-4 demonstrate prospect’s connections when degree of connection was selected from 1<sup>st</sup> to 4<sup>th</sup> degree from a constituency map:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
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</style> <![endif]--> </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">The sub-graph with the desired degree of connections can then be exported to a new NodeXL workbook for further analysis as follows:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Figure 5</b></div><div class="separator" style="clear: both; font-family: Arial,Helvetica,sans-serif; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjbx7lBZNJWiJtT_6RHku1nCxOZNFG1a3CZnbkWdWXwePCtijeB-Tpz_tpyT_Woq2vs2I2LM4doHNr6cfS5KaKCs1GEYVjP7KRNxLnIQOPpeTZkHDVUVggEhHDzC-JSCR_4vPHcUJJqbcE/s1600/extractedmap.bmp" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="408" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjbx7lBZNJWiJtT_6RHku1nCxOZNFG1a3CZnbkWdWXwePCtijeB-Tpz_tpyT_Woq2vs2I2LM4doHNr6cfS5KaKCs1GEYVjP7KRNxLnIQOPpeTZkHDVUVggEhHDzC-JSCR_4vPHcUJJqbcE/s640/extractedmap.bmp" width="640" /></a></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-CA</w:LidThemeOther> <w:LidThemeAsian>ZH-CN</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> <w:UseFELayout/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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</style> <![endif]--> </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">We can then see that our prospect has a path to one of our volunteer (labeled in blue) which we won’t be able to find by just doing individual relationship maps.<span> </span>With this visualization tool, the process of mapping a path and generating a relationship map for a complete new prospect (who already exists in the relationship database) can be done within minutes. <span> </span>You can also start with a volunteer and generate a list of individuals that has some degree of connections to him/her and hence provide a list of prospects for that volunteer to review.<span> </span>Suddenly, our confidence in that list of prospects we provide to our volunteer just increased exponentially since we know how the connections could exist.<span> </span><span> </span>Using sub-graph function is already helping us in planning solicitation strategies as well as qualifying prospects.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>For Major Gift purpose, the ability to extract sub-graphs for any individual or organization (or what we call Node or Vertex in data visualization lingo) is for me the most valuable function.<span> </span></b></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Another interesting function offered by NodeXL is the ability to score each vertex (in our case, our individual or organizational prospect) with metrix that measures their importance in a social network.<span> </span>To understand how this works requires a little background on Social Network Analysis.<span> </span>One great way to illustrate is the Kite graph:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
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</style> <![endif]--> </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Source: <a href="http://www.leader-values.com/Content/detail.asp?ContentDetailID=912">http://www.leader-values.com/Content/detail.asp?ContentDetailID=912</a></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">What the Kite Graph tells us is the Degree Centrality, Betweeness Centrality and Closeness Centrality of individual nodes.<span> </span>Here, Diane has high Degree Centrality because she has the most direct connections within her own network.<span> </span>Heather, on the other hand, has fewer direct connections but she is connecting two important constituencies and is the gatekeeper of information flow between Diane’s network and Ike and Jane.<span> </span>Therefore Heather has a high Betweeness Centrality.<span> </span>Fernando and Garth has fewer connections than Diane.<span> </span>However, they have the shortest route to everyone in this network hence grant them higher Closeness Centralities. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">In the fundraising world, someone like Diane who has high Degree Centrality could be an industry influencer; someone like Heather could be a connector between industries.<span> </span>NodeXL calculates these metrix for you automatically as added columns in the “Vertex” tab of the Excel workbook as illustrated below:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
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<tr style="height: 15pt;"> <td nowrap="nowrap" style="font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 45pt;" valign="bottom" width="60"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><b><span style="color: black;">Vertex</span></b></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border: 1pt solid white; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><b><span style="color: black;">Degree</span></b></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: white white white -moz-use-text-color; border-style: solid solid solid none; border-width: 1pt 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 94.5pt;" valign="bottom" width="126"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><b><span style="color: black;">Betweeness Centrality</span></b></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: white white white -moz-use-text-color; border-style: solid solid solid none; border-width: 1pt 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><b><span style="color: black;">Closeness Centrality</span></b></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: white white white -moz-use-text-color; border-style: solid solid solid none; border-width: 1pt 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 58.5pt;" valign="bottom" width="78"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><b><span style="color: black;">PageRank</span></b></div></td> </tr>
<tr style="height: 15pt;"> <td nowrap="nowrap" style="font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 45pt;" valign="bottom" width="60"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><span style="color: black;">Dennis</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white; border-style: none solid solid; border-width: medium 1pt 1pt; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">22</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 94.5pt;" valign="bottom" width="126"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">62657.347</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">0.000</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 58.5pt;" valign="bottom" width="78"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">7.343</span></div></td> </tr>
<tr style="height: 15pt;"> <td nowrap="nowrap" style="font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 45pt;" valign="bottom" width="60"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><span style="color: black;">Diana</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white; border-style: none solid solid; border-width: medium 1pt 1pt; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">7</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 94.5pt;" valign="bottom" width="126"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">19574.289</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">0.000</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 58.5pt;" valign="bottom" width="78"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">2.429</span></div></td> </tr>
<tr style="height: 15pt;"> <td nowrap="nowrap" style="font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 45pt;" valign="bottom" width="60"> <div class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt;"><span style="color: black;">Gordon</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white; border-style: none solid solid; border-width: medium 1pt 1pt; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">8</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 94.5pt;" valign="bottom" width="126"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">31976.101</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 67.5pt;" valign="bottom" width="90"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">0.000</span></div></td> <td nowrap="nowrap" style="background: none repeat scroll 0% 0% rgb(149, 179, 215); border-color: -moz-use-text-color white white -moz-use-text-color; border-style: none solid solid none; border-width: medium 1pt 1pt medium; font-family: Arial,Helvetica,sans-serif; height: 15pt; padding: 0in 5.4pt; width: 58.5pt;" valign="bottom" width="78"> <div align="right" class="MsoNormal" style="line-height: normal; margin-bottom: 0.0001pt; text-align: right;"><span style="color: black;">2.547</span></div></td> </tr>
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</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Note that it can’t calculate “Closeness Centrality” for some reason.<span> </span>Also aside from Centrality calculation, it also calculates PageRank.<span> </span>“<span>PageRank</span> is a <a href="http://en.wikipedia.org/wiki/Network_theory#Link_analysis" title="Network theory">link analysis</a> algorithm, named after <a href="http://en.wikipedia.org/wiki/Larry_Page">Larry Page</a><sup> </sup>and used by the <a href="http://en.wikipedia.org/wiki/Google">Google</a> Internet <a href="http://en.wikipedia.org/wiki/Search_engine" title="Search engine">search engine</a>, that assigns a numerical weighting to each element of a <a href="http://en.wikipedia.org/wiki/Hyperlink" title="Hyperlink">hyperlinked</a> <a href="http://en.wikipedia.org/wiki/Set_%28computer_science%29" title="Set (computer science)">set</a> of documents, such as the <a href="http://en.wikipedia.org/wiki/World_Wide_Web">World Wide Web</a>, with the purpose of "measuring" its relative importance within the set. Here it calculates the relative importance of an individual or organization within the network” (source: wikipedia <a href="http://en.wikipedia.org/wiki/PageRank">http://en.wikipedia.org/wiki/PageRank</a>).</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">When we are assembling campaign cabinet for a major campaign or looking for board members, we could use this tool to evaluate potential volunteers and their role in various funding priorities. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">In the next blog, I'm going to summarize a few problems and considerations I encountered when dealing with relationship mapping as well as reviews of a few commercial relationship mapping sites. </div><div class="MsoNormal"></div><div class="MsoNormal"><span></span></div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-19399054582296835312011-02-14T09:41:00.000-08:002011-02-14T09:45:57.125-08:00Thoughts on Global Philanthropy<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">A friend went to a UNICEF function and gave me the event publication. It’s full of the picture of a little girl from Guatemala staring at the camera with sorrowful eyes. The cause is for the essential vitamin and minerals for children in Guatemala. My colleague from Columbia immediately commented: “I just hate those pictures”. I know what she meant. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
<div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioMRNYHMYMvs72V-Jrvqh4KDw73GjT5GfEKPChLFcq3X-NHZ1VvR42D8u2Q1ZPC-s6FU9z3RYPDwOPGbRqVl4_DymFaZKhB6D6hd38pHu3MvuiC6tCn3kUxY7wjJT43kmXnSqko7HTUhk/s1600/page0001.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEioMRNYHMYMvs72V-Jrvqh4KDw73GjT5GfEKPChLFcq3X-NHZ1VvR42D8u2Q1ZPC-s6FU9z3RYPDwOPGbRqVl4_DymFaZKhB6D6hd38pHu3MvuiC6tCn3kUxY7wjJT43kmXnSqko7HTUhk/s320/page0001.jpg" width="207" /></a></div><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">It reminds me of a story in I-Ching. One day the ancient philosopher Zhuang Tzu and his friend are strolling on a bridge over a pond of fishes. Zhuang Tzu said: “Ah the little white fishes are so free…How happy are the fishes indeed!” His friend said: “Well you’re not a fish, how do you know that the fishes are happy?” Zhuang Tzu said; “You are not me how would you know that I don’t know the fishes are happy?” </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">The Guatemalan children may live in conditions not as good as those in the developed world, but it doesn’t mean that they are not happy. What’s the point to depict them as poor and sad? So that people in North America can give out of sympathy? Is sympathy a good motivation for us to give? Isn’t it true that such sympathy came from our own sense of superiority over other cultures or countries? I am not arguing against the cause. I am just saying the little Guatamalan girl has the right to be respected not pitted as what the picture was abviously set to evoke. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">As philanthropy extends globally, fundraisers in the developed world need to be careful not to apply our value systems onto other cultures. We have to realize that cultures around the world exist in different space and time then us. It’s easy to understand spacial differences. But we are also living in different times in different parts of the world. A lot of the developing countries also have a time-lag in their realization of modernity hence are not on the same page with us in understanding social and political issues. An example would be the controversial Three Gorges projects in China where old towns are submerged and people are forced to migrate to other lands. There are quite a lot of protests from the West about the destroyed ecological system, the historical relics, and the migration of people. While those are all true, did people ever consider what the locals think? Journalist Peter Hessler in his book “River Town” had followed families who had migrated to higher lands. They were surprisingly positive about the change. The new apartment has modern facilities such as built-in bathrooms and plumbing where the hundred-year old houses they used to occupy lacked. Again, if you are not them, how would you know that they are not happy?</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">On a different but related subject, there has been a great hype about philanthropy in China among North American fundraisers. We are tracking wealth and much of them now come from Asia. However, as someone who’s born and raised in China, I would like to offer a word of caution. Before we get too excited about helping China to create a philanthropic practice, we have to understand a few things about China such as: Will this philanthropic practice be efficient under a different political system? While some of the government aids can’t even get into people’s hand due to corruption, how could non-profit organization distribute their fund into the hand of the needy? China might be rich but there are a lot of things that need to happen to the social and political environment before true philanthropy system can be put in place. We should also be aware of reports from the official government controlled media about the “great improvement in philanthropy” as most government media reports are more or less propaganda and cannot be taken in at face value. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">As our world evolves with globalization, we as a community of fundraisers and donors should be talking about the implications of global philanthropy not just out of sympathy or excitement but based on more educated knowledge without trying to apply our judgment and own value systems. </div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">More on Relationship Mapping in the next blog.</div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com1tag:blogger.com,1999:blog-960422941685915572.post-64749426966691857512011-02-08T14:04:00.000-08:002011-02-08T14:04:54.413-08:00Relationship Mapping for Major Gift 2 -Individual Relationship Map Visualization<!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-CA</w:LidThemeOther> <w:LidThemeAsian>ZH-CN</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> <w:UseFELayout/> </w:Compatibility> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">I have been doing a lot of searches online about relationship mapping and prospect research. So far I could not find anything more than high-level concepts.<span> </span>Also, most data visualizations are mapping out too big a constituency for us to make any sense out of.<span> </span>They are more applicable to Social Network Analysis (SNA) or analysis of group behaviors and patterns.<span> </span>Not that these aren’t important for us as we will see later that the basics of SNA could be very useful for prospect research as well, but I would like to suggest to start small with the visualization of individual relationship map and see what we can get out of it.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>First, it is important to have a process to identify relationships, define them, and update them periodically.</b><span> </span>My first step is to create an individual relationship map by finding all the direct connections of a prospect.<span> </span>For example, John Smith works for ABC companies. We define the relationship between John and other executives who work for ABC company as a “Colleague” relationship.<span> </span>John Smith is also a board member of EFG Corporation.<span> </span>Hence John has a “Board” relationship with everyone on the board of EFG Corporation and so on.<span> </span>We make these connections in an Edge list (as follows) with the organization as an intermediary (showing how they are connected) except for direction relationships like family or friends. Then, we define these relationships as “Groups” in NodeXL like the following for John Smith’s individual relationship map:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Edge List</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Vertex1<span> </span>Vertex2<br />
John<span> </span>ABC Company<br />
Jim <span> </span>ABC Company<br />
John<span> </span>EFG Corporation<br />
Carl<span> </span>EFG Corporation<br />
John<span> </span>Kara (wife hence connection is direct, no organization as an intermediary)</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Grouping</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Group Name<span> </span>Group Vertex<br />
Board<span> </span>Carl<br />
Colleague<span> </span>Jim<br />
Family<span> </span>Kara</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">By assigning different colors or shapes to these groups of individuals (organizations will stay unchanged as an intermediary), we can now demonstrate meaningful relationships visually for John Smith’s circle of connections.<span> </span>In Figure 1, we did an individual relationship for a campaign volunteer and defined the individuals with the following relationships: Board (Green), Business/Colleague (Red), Family/Friend (Blue), and Club (Purple).<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Second, it is important to screen each individual connection in relationship to the institution and identify mainly those who are close to the organization like alumni, volunteers, or major donors (hence will have a direct edge connected to the institution) and those who we want to get to know (prospects). </b><span> </span>Our institution has an affinity scoring scheme that we apply to each connection.<span> </span>We can plot this relationship map with assigning different color or shape to scores which is not only useful to individual relationship visualization, but also could be used in the whole constituency database visualization.<span> </span>For example, for this volunteer’s individual map, we have identified two prospects (labeled) and we are able to identify multiple path of these prospects in relationship to the institution hence come up with a strategy that’s the most effective in approaching them.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Figure 1 </div><div class="separator" style="clear: both; text-align: center;"> </div><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAKN6PcM5P-VBICbjb6e09hwPA3XWUugGcGnlRHZrYCWtyKhFuVOg16EPNB1woW9MJFCbn-SZEdm3UD-DpsZ6DsrAzYYvNvSuFXjAj9MhMf3eoBzIOHP5EfwPHcwBiwvS5DpEVEyOK8n8/s1600/demo.bmp" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="204" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhAKN6PcM5P-VBICbjb6e09hwPA3XWUugGcGnlRHZrYCWtyKhFuVOg16EPNB1woW9MJFCbn-SZEdm3UD-DpsZ6DsrAzYYvNvSuFXjAj9MhMf3eoBzIOHP5EfwPHcwBiwvS5DpEVEyOK8n8/s320/demo.bmp" width="320" /></a></div><div class="separator" style="clear: both; text-align: center;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">At this point, I think the visualization is already becoming much more informative than a spreadsheet or word document of who are connected, how they are connected as well as their relationships to the institution.<span> </span>The exercise of finding connections and screening connections also provided me with an incredible amount of new quality leads that we wouldn’t be able to discover otherwise.<span> </span>We are especially happy with leads who are our alumni and connected to our campaign volunteer or potential prospects.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">What’s more important, as I mentioned before, is extracting from a bigger constituency which I will explore in future posts.</div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0tag:blogger.com,1999:blog-960422941685915572.post-83443666749385068442011-01-19T15:06:00.000-08:002011-01-19T15:06:09.304-08:00Relationship Mapping for Major Gift<!--[if gte mso 9]><xml> <w:WordDocument> <w:View>Normal</w:View> <w:Zoom>0</w:Zoom> <w:TrackMoves/> <w:TrackFormatting/> <w:PunctuationKerning/> <w:ValidateAgainstSchemas/> <w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid> <w:IgnoreMixedContent>false</w:IgnoreMixedContent> <w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText> <w:DoNotPromoteQF/> <w:LidThemeOther>EN-US</w:LidThemeOther> <w:LidThemeAsian>X-NONE</w:LidThemeAsian> <w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript> <w:Compatibility> <w:BreakWrappedTables/> <w:SnapToGridInCell/> <w:WrapTextWithPunct/> <w:UseAsianBreakRules/> <w:DontGrowAutofit/> <w:SplitPgBreakAndParaMark/> <w:DontVertAlignCellWithSp/> <w:DontBreakConstrainedForcedTables/> <w:DontVertAlignInTxbx/> <w:Word11KerningPairs/> <w:CachedColBalance/> </w:Compatibility> <w:BrowserLevel>MicrosoftInternetExplorer4</w:BrowserLevel> <m:mathPr> <m:mathFont m:val="Cambria Math"/> <m:brkBin m:val="before"/> <m:brkBinSub m:val="--"/> <m:smallFrac m:val="off"/> <m:dispDef/> <m:lMargin m:val="0"/> <m:rMargin m:val="0"/> <m:defJc m:val="centerGroup"/> <m:wrapIndent m:val="1440"/> <m:intLim m:val="subSup"/> <m:naryLim m:val="undOvr"/> </m:mathPr></w:WordDocument> </xml><![endif]--><!--[if gte mso 9]><xml> <w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="true"
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<div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Ever since I attended David Lamb’s presentation at APRA Canada last fall, I had been experimenting with NodeXL, a free data visualization plug-in for relationship mapping and trying to figure out how best to use this tool for prospect research.<span> </span>I have arrived at the conclusion that while most data visualizations and social network analysis are used to analyze group behaviors, that application might not be too valuable in prospect research unless we isolate individual networks from the bigger picture and create an organizational team approach to apply the findings.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">I was greatly inspired by Jason Boley’s blog about NodeXL on Cooldata and completely agree with Jason that the effect of the data visualization only became meaningful after the extraction and exploration of the desired vertices (NodeXL lingo meaning an individual or organization).<span> </span>I haven’t seen any further exploration of the application of the tool yet in the Major Gift area although my instinct tells me that it could have a very useful application in Major Gift strategy.<span> </span>Therefore, I set out to experiment with this goal in mind.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Due to the limitation of the database we are using, I could not import edges (Node XL lingo meaning relationship between each contact). I was only able to build my own relationship database by documenting the edges manually in excel.<span> </span><span> </span>Most of the edges documented are board relationships found on the web and relationships we found in our own contact reports.<span> </span>By documenting relationships for 23 individuals including major gift donor and campaign cabinet members, my NodeXL database recorded over 1000 edges and over 1500 vertices (individuals and organizations).<span> </span>Some of the vertices in my newly built relationship database already exist in our constituent database but most of them are new.<span> </span>I can already see the power of this amazing tool mainly in the following three applications:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Help visualize the hidden connections of our volunteers</b></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">We often present lists of potential prospects to our campaign volunteers hoping that they know some of them. With the visualization tool, we are able to see indirect connections between prospects and volunteers and present a more realistic list of prospect that our volunteer may know or may be able to contact through a third party.<span> </span>In other words, I can already see potential connections that our campaign cabinet member might not even realize they have (i.e. Dave know Charlie, and Charlie knows Bob, Dave could have a connection with Bob or establish a connection through Charlie).</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Identify potential connectors and influencers</b></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">If an individual appears in more than one network (each network we build revolves around one volunteer or major gift donor) or have a high Betweenness Centrality (The extent to which a node lies between other nodes in the network which is automatically calculated for you by NodeXL), it means that the person could be a potential connector.<span> </span>This indication helps us to decide how to engage certain prospect or who to engage first so that the prospect can provide possible connections or exert influence.<span> </span></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><b>Identify and help qualify new prospect</b></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">You know how Linkedin keep telling you on your profile that “you have 88 connections hence you are connected to 2000 professionals”.<span> </span>This is happening with my simple database as well.<span> </span>People we never heard of or just starting to qualify are popping up in the relationship database and we can see how that person can be related to the institution.<span> </span>When I am about to do a qualification of a new prospect, I would check first if this person exists in the relationship database or not.<span> </span>If he or she does exist, I can use the “select subgraph” function to extract 2nd or 3rd degree connections of that person as well as the metrics calculation on the person’s Betweeness and Degree Centralities. This essentially means that you can do a fully visualized simple relationship map for a new prospect with just a few clicks.<span> </span>Relationship map usually takes up a lot of researcher’s time hence we only do it at certain stage of the fundraising cycle.<span> </span>With data visualization, we are able to extract relationship map right from the beginning with no time at all which is quite significant.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">We are now at the stage of figuring out how to share this information most effectively. The leaderships of our Major Gift and Advancement team are more than excited about this new tool and are willing to include the tool in further strategic discussions which means that it could be used regularly by Major Gift officers in tactical meetings as well as for campaign cabinet meetings etc.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">As an advocate of communication, I believe the tool won’t be useful without implementation and proper process.<span> </span>What are the steps that lead to documenting a relationship and how best to use the data visualization in a process that generate action and result will be our next task and a future topic.</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;">Useful blog to read to help you understand NodeXL:</div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><a href="http://cooldata.wordpress.com/category/relationship-mapping/">http://cooldata.wordpress.com/category/relationship-mapping/</a></div><div class="MsoNormal" style="font-family: Arial,Helvetica,sans-serif;"><br />
</div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com2tag:blogger.com,1999:blog-960422941685915572.post-7179137209272364222011-01-12T07:51:00.000-08:002011-01-12T08:02:33.276-08:00An Integrated Communication Approach to Prospect Research Management<div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">An Integrated Communication Approach to Prospect Research Management – One Researcher’s Perspective</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">By Melody Song, Prospect Research Specialist at SAIT Polytechnic, Calgary</span><br />
<br />
<span style="color: black; font-family: "Arial","sans-serif";"><span style="font-size: x-small;">(Published in the Fall 2010 issue of APRA Canada Newsletter SCOOP) </span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">I </span><span style="font-family: "Arial","sans-serif";">joined the Prospect Research team at SAIT Polytechnic in early 2009 after being a front-line fundraiser with <i>Alberta Ballet</i> for two years. I was surprised to see that most people found my career move a “backward” step. The trend it seems is for prospect researchers to “advance” and become front-line fundraisers. Prior to my entry to the non-profit world, I worked in the private sector as a marketing professional<span style="color: black;"> and event planner. In university I studied marketing and completed a B.Comm degree. I then worked on and completed my Master’s degree in Communication Studies. I fell in love with Prospect Research, mostly because I have always thought myself as an introvert and the “behind-the-scene environment” suited me more. However, I found that my atypical background and my first-hand experience on the front-line tremendously complimented my work as a prospect researcher. Together with SAIT’s Research Coordinator Sandra Gomez whose background is fundraising (another one making the move “the other way”) and journalism, we have developed an internal communication strategy that advanced our research team in the driver seat of SAIT’s development team through a combination of business processes and an integrated communication perspective. In this article, I would like to share our success with you.</span></span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">The Theory</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">The Scoop has published many valuable articles on experiences with tips to help researchers shift the focus of research from reactive to proactive. Finding the team approach can be done successfully in smaller organizations. There are different problems associated with bigger institutions where sometimes we are not even in the same physical space as development officers. Another consideration as well was the reality of a more vertical hierarchy which impacts communication with leadership and volunteers. We soon realized that we needed to develop a set of strategies that were facilitated by business processes along with “buy-in” from leadership.</span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">We recognized that a fundamental shift of perspective was needed. For me, Prospect Research is not about information, it is about communication. There is a wealth of literature and practices on finding, dissecting, storing, and managing information but not a lot about communicating. I would like to suggest that we stop looking at information but take a look at who we are first. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">For example, let’s look at Development Officers - who are they? Colleagues? Clients? Partners? There are lots of “US” and “THEM” going on in the industry and surely “THEY” are a major problem. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">What about Prospects? We find them, assign them, and move them around in the pipeline, but maybe they are more than “subjects”. I would like to think of all of them as Audiences and ourselves - researchers - as Communicators.</span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">I have created a communication model for prospect management based on these thoughts illustrated as follows: </span></div><div class="MsoNormal"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhh7Awr8FJGIw_JnrmX8mDK1Spol04O1tYY7kRCF_qI3tzg-DK3_alH6i2tQ8GBBaSGeU1PDrU07F3KNSnkFmMr3uTwTMehski3dgK67WZngjK_45U3Q8L8T22kN_FqRs3rlAO4l0QuK1c/s1600/figure1for+scoop.jpg" imageanchor="1"><img border="0" height="492" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhh7Awr8FJGIw_JnrmX8mDK1Spol04O1tYY7kRCF_qI3tzg-DK3_alH6i2tQ8GBBaSGeU1PDrU07F3KNSnkFmMr3uTwTMehski3dgK67WZngjK_45U3Q8L8T22kN_FqRs3rlAO4l0QuK1c/s640/figure1for+scoop.jpg" width="640" /></a><b><span style="color: black; font-family: "Arial","sans-serif";"></span></b><span style="color: black; font-family: "Arial","sans-serif";">Everything we do (as researchers) is about communication. Many communication models have been created to theorize this process from a simple one-way communication, to gatekeeper style, to an interactive model. Most of these models would consist of basic components of source, message, receiver, noise, and channels etc. I created one for internal communication with development officers (see figure one). You can also adapt this model for all stakeholder groups in and outside of your organization including volunteers and prospects. The idea of “separate strategy depending on target audience” is a part of the stakeholder analysis practice in the for-profit business world, but it can be also borrowed for non-profit as well. </span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">The key to achieve successful interactive communication process is:</span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";"> 1) Understand each other and elements that interfere with our communication </span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">2) Create channels to communicate </span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">3) Allow feedback and build on them. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">So how does that apply in practice? </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">Fields of Experience</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">In our APRA Canada conference plenary session with David Palmer VP Advancement at University of Toronto, David mentioned that all researchers should be making donor calls and that what he really needs from researchers is their point of view. We might not be able to all make donor calls, but learning about front-line fundraising and looking at our research from the development officer’s perspective is greatly helpful to provide that point of view. I found my experience in fundraising has given me insights and confidence to make suggestions and recommendations to our development officers. Our researchers (3 full-time and 1 part-time) take every opportunity to learn about fundraising and go to AFP and other fundraising seminars. We also schedule sessions with our internal experts to learn about estate planning, gift structure and other facets of fundraising. Most importantly, the whole research team meets with our prospect management council (PMC) and drives the fundraising tactical meetings. Since we are the owners of all information internal or external and are aware of the whole picture, when a request comes up, we can sometimes decide what deliverables are needed. For example, someone may request a profile while we may decide that a qualification one-pager would do the trick. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">Development officers in turn need to learn about research, not through conferences or special presentations, but every day at work. At SAIT, we take every opportunity to educate and promote our own field of experience. We give presentations regularly at team meetings on our new research approach or methodology. At every PMC meeting (which research owns and chairs), a standing item on the agenda is a database quiz to help them learn tips and create habits of logging history into the database. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">Communication Channels</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">In bigger institutions, just modifying one’s perspective and what one does is not enough. We have created a series of business processes to help us facilitate effective communication with other stakeholders - in this case development officers. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">We do not ask development officers to define their deadlines and priorities as we are the ones who actually create a report of upcoming asks based on activities logged in the database. For prospects being asked in the next three months, research has created top priorities to ensure all necessary information is there. One important document we use is the “Strategic Summary” – a one-page document that summarizes recent moves, affinities, and most importantly our recommendation in ask amount, gift structure, approaches and supporting rationales (and yes they can be all squeezed into one page). The Strategic Summaries are prepared before the Development Officers even make a request as we know exactly what stage their prospects are in the pipeline. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">We have implemented flash meetings where our research coordinator will meet with each development officer every week to get their feedback and to update our ask reports and knowledge base. We also implemented an annual survey to find out what development officers think about our research services and where they think we could improve.</span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">One of our new initiatives is the “Portfolio Assessment “process which is the equivalent of a spring cleaning of each development officer’s portfolio to ensure maximized efficiency in their use of time. Without wasting a whole lot of time for anyone, we were able to address some of the inactive accounts and help development officers to get more research and their portfolio in shape. </span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">We now provide a list of inactive accounts to development officers and ask them to update the status from a list of drop downs including such choices as: </span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">Return to suspect pool</span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">Reassign to others</span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">Require research</span></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";"> Keep for Cultivation (the list go more detailed in each option). </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">This approach was non-imposing and generally welcomed by everyone.</span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">Messaging</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">Prospect researchers sometimes over- research information which can result in an inefficient use of time. As a marketer in my previous career, I developed the habit of identifying what the audience needs or wants to hear and filtering information accordingly. It helps me to stay focused. If the development officer didn’t make a specific request, I often read past contact reports and history as well as fundraiser or volunteer notes to determine what is required. In this way I avoid spending 6 hours on a profile when all that is needed is a qualification of a simple answer on capacity or affinity. Researchers sometimes can make a better judgment call on what to highlight in a briefing or summary instead of providing all and sometimes irrelevant information. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">Management Buy-In</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">We weren’t able to implement the above mentioned processes without support from our development and advancement director and associate directors at SAIT. If you are having problem driving the process in your institution (because research is often viewed only in a “supporting role”) I highly recommend that you create a communication plan stating goals, processes, and deliverables and present it formally to your directors. We had created a <i>Strategic Prospect Research Plan</i> and presentation which proved to be a big success with our directors. They now recognize things from a researchers’ perspective and understand the importance and power of information. </span></div><div class="MsoNormal"><br />
</div><div class="MsoNormal"><b><span style="color: black; font-family: "Arial","sans-serif";">Areas to Improve</span></b></div><div class="MsoNormal"><span style="color: black; font-family: "Arial","sans-serif";">For our research shop at SAIT Polytechnic, the change came once we began to realize that a lot of the problems are not research specific but are about organizational communication process. As the experiences and examples I present here mainly concerns internal communication, similar models can be applied to external communication and other stakeholder groups of the organization as well. For example, how can we look at our volunteers as an audience group (with common problems, characteristics and fields of knowledge) so that we can communicate better with them? In our case, research does not get face time with volunteers and hence lost opportunities to get vital information that weren’t recorded. What about our donors and our prospects? What are our communication strategies for these groups which are essentially our research recommendations? I also see value in continuing to apply principles and theories from other discipline to this field, as it is still an evolving and dynamic profession. </span><span style="font-family: "Arial","sans-serif";"></span></div>Melody Song MA CFREhttp://www.blogger.com/profile/01129133024042279970noreply@blogger.com0