The American College, my employer, has the ability to produce high quality webcasts. I am thinking of suggesting that we create an inventory of 10 minutes videos of "luminaries" from sales, financial planning, law, fundraising, and donor consulting, demonstrating for the record how they initiate and how they close the donor conversation. They can define that however they wish. I think it would be fascinating to see how a varity of professionals open the conversation about giving and where they aim to land. I am talking with Heather Gee, CAP, of the Philadelphia Foundation about leading off.
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May 19, 2009
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Phenomenal idea. Would love to see this.
Posted by: Christine Egger | May 19, 2009 at 08:56 PM
I will be posting them on The Wealth Channel, at least 10 minute nuggests, from them.
Posted by: Phil Cubeta | May 20, 2009 at 04:04 PM
This would be a great service to a variety of professions - advisors, family offices, DAF managers, PPP chapters, etc. Thanks for taking the project on!
Posted by: Tony Macklin | May 20, 2009 at 05:40 PM
Thanking you. I think it has potential, because we could all get a peek at what each of us does. We will probably be amazed at how different our dialogues are in a)starting point b) ending point c) next steps and business model supporting the process. And our target markets may be different.
Posted by: Phil Cubeta | May 20, 2009 at 08:25 PM
This post and comments were caught by a web clipping service by my employer's public relations department. This morning I arrived at work to read an email from our president, expressing goodwill. Wirearchy meets Hierarchy. In any case, the project seems to be moving forward. Met with our director of the webcasting studio and he likes the concept of doing a series of videos of the "the philanthropic dialogue" with luminaries in fundraising, tax, finance, gift consulting, etc. I could then roll them into the course materials. That would give these knowledge intensive, often rigorously factual, courses a practical element: role models for imitation, role play and drill.
As I was taught in corporate training, "Always create training to the KASH formula: Knowledge, Attitude, Skill and Habit." To build skill role models are essential. To build habit getting sales, gifts, or other "rewards" are essential. That is, the skills have to work in the real world to get real results. The way you find such skills is by getting the best people to demonstrate what has been working for them for years. "I will be the prospect. Show me how you would open a donor dialogue....."
Posted by: Phil Cubeta | May 21, 2009 at 05:48 PM
"Always create training to the KASH formula: Knowledge, Attitude, Skill and Habit." To build skill role models are essential. To build habit getting sales, gifts, or other "rewards" are essential. That is, the skills have to work in the real world to get real results. The way you find such skills is by getting the best people to demonstrate what has been working for them for years.
This is pure competency analysis and modeling. Done right, it can be very powerful and effective. Done less well, it can lead to a lot of manipulation and misery.
Posted by: Jon H. | May 22, 2009 at 08:35 PM
The method works, whether it works for virtuous ends or not. "Monkey see, monkey do," whether it be parenting, teaching, coaching, advertising. Add rewards, along with role models, and role play, into the mix and you can shape a person so that they consider themselves enhanced, empowered, etc. You could teach CIA agents enhanced interrogation skills, or a priest how to elicit confession and give absolution. The main thing, I guess, is to have a big enough budget, and a business plan that pays for it, with something left over to pay top management too. Still, using these techniques to promote generally benign or virtuous action, seems like a good turn of the screw.
Posted by: Phil Cubeta | May 23, 2009 at 12:39 PM
Yes to using techniques to increase effectiveness in promoting generally benign or virtuous action. I guess the ends justify the means ;-)
At least in the realm of conducting donor dialogue there's not quite so much "monkey do, monkey screw", no ?
Posted by: Jon H. | May 23, 2009 at 01:10 PM
If the dialog helps the other person articulate their own ends in view? "Give birth to new you."
Posted by: Phil Cubeta | May 23, 2009 at 03:28 PM
The new you ... less screw, more monkey ?
Posted by: Jon H. | May 24, 2009 at 12:10 PM
Creating a space of people to figure out what they want to accomplish with their wealth and time, when they have a lot of wealth and not much time, is like executive coaching but without the tie in with a particular company or business plan. Call it life coaching, but without maybe a license. A serious business, indeed, which means it must be conducted in a businesslike sterile fashion. Or maybe a bit of monkey bidness thrown in, as Fools have since the Emperor first got his new clothes.
Posted by: Phil Cubeta | May 24, 2009 at 01:42 PM