Following is an excerpt from our new whitepaper, Inside Out Fundraising: How to Create a Culture of Philanthropy By Treating Systems Instead of Symptoms. It is available here as a free download.
Success will require transformational change. That means addressing the
challenge systemically, working it from a variety of angles. Robert Gass has
developed a “Wheel of Change” model that he applies to transformational
change efforts. He argues that change comes only from working three
interdependent spheres simultaneously:
- Hearts and Minds, which he defines as the attitudes, beliefs and
judgments that are invisible, yet which drive a great deal of behavior. The
belief among non-fundraisers that fundraisers are a little bit sleazy or are
“selling snake oil,” is a common example. Also common are deeply held and
rarely articulated conflicting emotions about money and wealth.
- Behavior, which includes what people actually do. Who communicates with
whom? How do people collaborate…or compete? Who’s in the meeting and
who’s left out? How are conflicts resolved?
- Structure, which includes the organizational chart, strategic plans,
technology infrastructure, spending budget, personnel policies, donation
attribution rules, and, notably, fundraising targets.
The dysfunction that hampers so many organizations’ fundraising success
is the product of all of these elements working together. Undoing them will
require non profit practioners to open their minds to concerted, coordinated
and ongoing change at all three levels.