mis sion state ment our aims and values

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2 mis sion state ment our aims and values To help nonprofits significantly increase their fundraising capabilities and impact they have in their communities and society, through proven contemporary curriculum presented by world-class nonprofit leaders, best in class faculty and renowned philanthropists.

3 Affiliate Partners AZ / Maricopa Community College District CA / National University System (Founding SIP) CA / National University Costa Mesa CA / National University Ontario CA / National University San Bernardino CA / John F. Kennedy University DC / Howard University FL / National Leadership Institute LA / Xavier University of Louisiana NE / Bellevue University NY / Long Island University SD / Augustana University WA / City University of Seattle

4 #SIPwebinar sanfordinstituteofphilanthropy.org

5 Today s Presenters Dr. Benisa Berry Diversity and Inclusion Officer John F. Kennedy University Rachael Escobedo Online Specialist Sanford Education Center

6 Where are you joining us from? What are you hoping to learn today? Submit via chat

7 Why Study Behavioral Style?

8 Fundraising Begins with a Great Cause. It is Driven by a Compelling Message. It is Sustained through Relationships. You are asking for a relationship, not merely a check. Those connections are the HEART of FUNDRAISING Sanford Institute of Philanthropy 8

9 What do successful relationship builders do? They Understand themselves and how their behavior affects others Understand their reactions to other people Know how to adapt their behavior 2018 Sanford Institute of Philanthropy 9

10 APPROACHES AND MODELS Behavioral Styles (Social Style) Model MBTI Myers Briggs Type Indicator D.I.S.C Sanford Institute of Philanthropy 10

11 SOCIAL STYLE MODEL 2018 Sanford Institute of Philanthropy 11

12 Roadmap Social Style Fundamentals Improving Your Effectiveness with Versatility Social Style Interactions and Managing Tension Application to Fundraising SANFORD HARMONY 2016 Sanford Education Center 12

13 Social Style Fundamentals 2018 Sanford Institute of Philanthropy 13

14 Understanding Social Style Assertiveness Responsiveness Versatility The Three Keys 2018 Sanford Institute of Philanthropy 14

15 Key 1: Assertiveness Do others perceive you as Ask or Tell assertive? Slower Pace Faster Pace *Where do you fall along this continuum?* 2018 Sanford Institute of Philanthropy 15

16 POLL Do others view you as Ask or Tell assertive? 1) Ask More asking Asking with some telling 2) Tell Telling with some asking More telling

17 Key 2: Responsiveness Do others perceive you as more emoting or more controlling? Do you tend to control or display your emotions when interacting with others? More Emoting / with People Priorities More Controlling / with Task Priorities *Where do you fall along this continuum?* 2018 Sanford Institute of Philanthropy 17

18 POLL Do others view you as More Controlling or More Emoting? 1) Controlling More Controlling Controlling with some emoting 2) Emoting Emoting with some controlling More Emoting

19 SOCIAL STYLE MODEL 2018 Sanford Institute of Philanthropy 19

20 Analytical Social Style Cautious in decisions and action Likes organization and structure Dislikes involvement Asks specific questions Prefers objective, task-oriented, intellectual work Wants to be right, so collects much data Works slowly, precisely, and alone Has good problem-solving skills 2018 Sanford Institute of Philanthropy 20

21 Driving Social Style Decisive in action and decision making Likes control; dislikes inaction Prefers maximum freedom to manage self and others Cool, independent, and competitive with others Low tolerance for feelings, attitudes, and advice of others Works quickly and impressively alone Has good administrative skills 2018 Sanford Institute of Philanthropy 21

22 Amiable Social Style Slow in making decisions or taking actions Likes close, personal relationships Dislikes interpersonal conflict Supports and actively listens to others Weak in goal setting and self-direction Seeks security and identification with a group Has good counseling and listening skills 2018 Sanford Institute of Philanthropy 22

23 Expressive Social Style Spontaneous actions and decisions Likes involvement Exaggerates and generalizes Dreams & gets others caught up in those dreams Jumps from one activity to another Works quickly and excitedly with others Seeks esteem and group identification Has good persuasive skills 2018 Sanford Institute of Philanthropy 23

24 POLL What is your Social Style? 1) Driving Style 2) Expressive Style 3) Amiable Style 4) Analytical Style

25 Strengths Driver Expressive Amiable Analytical Asks questions that challenge tradition Works quickly to resolve issues Brings a sense of enthusiasm Looks for different approaches Excels at calming disagreements Easily negotiates conflicts between teams/people Clarifies complex issues Demonstrates organizational skills 2018 Sanford Institute of Philanthropy 25

26 Key Characteristics of Each Style 2018 Sanford Institute of Philanthropy 26

27 Reminders There is no best Social Style position Your Style is not your total personality Your Style profile represents a theme in your performance Your Style has growth actions Building relationships across style can be challenging 2018 Sanford Institute of Philanthropy 27

28 Interaction Across Styles 2018 Sanford Institute of Philanthropy 28

29 Interaction Across Styles: Some Agreement 2018 Sanford Institute of Philanthropy 29

30 Interaction Across Styles: Potentially Toxic 2018 Sanford Institute of Philanthropy 30

31 Back Up Behavior 2018 Sanford Institute of Philanthropy 31

32 Tension Productivity Model Too much tension in a relationship causes low productivity Tension A force which stimulates activity Sanford Institute of Philanthropy 32

33 Improving Your Effectiveness with Versatility 2018 Sanford Institute of Philanthropy 33

34 Key 3: Versatility So How will you be versatile with your donor. Flexibility or Versatility: the willingness to control personal behavior and adapt Psychological Reciprocity: when we move toward their style, then they feel compelled to move toward our style 2018 Sanford Institute of Philanthropy 34

35 Versatility Scale What is your ability to flex your own style to accomodate other styles, in order to reduce tension of the other person in the relationship? 2018 Sanford Institute of Philanthropy 35

36 3 Steps: Versatility in Action 1. What is YOUR Style Analytical, Driving, Amiable, or Expressive 2. What is the Style of Your Donor? Analytical, Driving, Amiable or Expressive 3. What do you have to do to get the most effectiveness out of your interactions? 2018 Sanford Institute of Philanthropy 36

37 Application to Fundraising 2018 Sanford Institute of Philanthropy 37

38 Application The Cause Selling Cycle 2018 Sanford Institute of Philanthropy 38

39 Tip Sheet! Cause Selling Presentation Strategies for each Style For Analyticals: Know their business thoroughly. Go in with facts and the evidence to back them up. Use a logic-based, low-key style of relating Make use of visual aids charts, graphics, written leave-behind documents. For Amiables: Plan to approach with as much personal information as possible. Avoid a rigid or canned approach and presentation. Spend some time relating. More to a firstname basis quickly For Drivers: Ask brief questions to involve them, get them to talk, and allow them to lead. An action close stressing an immediate opportunity works well. The fewer visual aids you use, the better. Any visuals you choose to show must be absolutely, relevant to the major points. For Expressives: Open with innovative ideas for them to grow and help change the world. Present ideas and seek feedback, using them as sounding boards. Allow them to carry out their own game plan, not yours Sanford Institute of Philanthropy 39

40 Social Styles Profiles Quiz What Do you Do Now? Donor How does a Social Style UNAWARE Major Gift Officer (whose is an Amiable) greet a Donor (who is a Driver)? MGO What Happens? 2018 Sanford Institute of Philanthropy 40

41 Social Styles Profiles Quiz What Do you Do Now? MGO Relationship MAGIC! Donor How does a Social Style AWARE Major Gift Officer (whose is an Amiable) greet a Donor (who is a Driver)? What happens? 2018 Sanford Institute of Philanthropy 41

42 Summary Social Style is an effective tool for increasing self-awareness and understanding donors Versatility helps you build successful donor relationships 2018 Sanford Institute of Philanthropy 42

43 Questions Making sanford-institute-of-philanthropy sanfordinstituteofphilanthropy.org 2018 Sanford Institute of Philanthropy 43

44 We d love to hear your feedback. Please take our survey!! Look out for the survey link in the follow up Sanford Institute of Philanthropy 44