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| Path: Main Street : Resources & Library : Research Articles : Feature Article |
Get in touch with the institutional soulMay 29, 1995; Canadian FundRaiser
Finding and securing major gifts is the key to success in today's highly competitive philanthropic world, according to John S. Dellandrea, Ph.D., vice-president and chief development officer, University of Toronto.
Speaking at an NSFRE Fund Raising Day on the topic "Mega-Gifts and the Changing Face of Philanthropy in Canada", Dellandrea reflected on his experience gained over 20 years in institutional advancement. Emphasizing the need for practitioners to continually strive to raise their sights, he encouraged professionals to "heighten the challenge, to push the envelope on conventional thinking, to find nuance and subtlety in what it is they are doing."
Dellandrea provided an enlightening overview of some of the changes in philanthropy --- increases in competition, professional and donor sophistication, accountability, scrutiny, investments, and the onslaught of new partnerships and relationships. "Those changes demonstrate that we are going through a period of profound, fundamental and absolute change," he said.
His suggestions for successful advancement: "Get in touch with the institutional soul, rekindle its values, capture its power of tradition, folklore, the special role of institutional ritual and ceremony, and cultivate the next generation of donors.
Using case studies to illustrate the conceptual framework of the mega-gift as a transaction, Dellandrea spoke of interaction theory, the notion of shared values, and the exchange of valued currencies. Pointing out the implications for development professionals, institutional allegiance, integrity, and a donor-centred universe, he urged fundraisers to "Practice the art of knowing yourself; get in touch with the mission, and do 'real' strategic planning. Know where your organization is going and what your donors are investing in. Understand the concept of development as servant to organizational priorities, and ensure that dollars raised make a fundamental difference to the mission and priorities of the organization," he said.
Dellandrea concluded with his view of the new development paradigm as client-driven, one where donor needs may conflict with institutional needs, and where stewardship and partnership reign. He offered the following survival advice: "Renew your focus and your passion, operate as a team united, become cheerleaders for your institutions, and most of all, remember the value of what it is you do."
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