In many museums, fundraising is the job of a small, dedicated team but what could happen if fundraising was EVERYONE's job? In this session, join James G. Leventhal, Niki Ciccotelli Stewart, and Neal V. Hitch to explore how building a culture of giving has changed their museums, built capacity, and enriched the lives of donors and staff. Participants discuss strategies to build this culture at both large and small institutions.

1. IT TAKES
A VILLAGE
B U I L D I N G A
C U LT U R E O F
P H I L A N T H R O P Y
W E S T E R N M U S E U M S A S S O C I A T I O N
A N N U A L M E E T I N G - P H O E N I X
S E P T E M B E R 2 0 1 6
J A M E S G . L E V E N T H A L
N E A L V . H I T C H
N I K I C I C C O T E L L I S T E W A R T

2. BUILDING A CULTURE OF
PHILANTHROPY
• What is a culture of philanthropy?
• Why is it so efficient and rewarding?
• Who is involved?

3. Development consists of those often subtle,
frequently intangible, and not immediately
measurable acts which draw donors and
volunteers closer to the organization into an
understanding of shared values.
- Kay Sprinkle Grace, Beyond Fundraising: New Strategies for Nonprofit
Innovation and Investment (New York, NY: John Wiley & Sons, Inc.,
1997), p. 15.
DEVELOPMENT IS…

4. 10 STRATEGIES FOR SUCCESS
1. Fundraising is an exchange of values
2. Focus on those shared values
3. Base case on success & promise of success
4. Giving Circle

5. 10 STRATEGIES FOR SUCCESS
5. Connect & Communicate Constantly
6. Work the donor pyramid
7. Organize Thoroughly
8. Offer a mix of giving opportunities
9. Base solicitation on “peer to peer”
10.Engage with Energy, Enthusiasm, Ethics

6. Why is it that all of us here – presumably members of
the arts community – probably know more about
the currents of thought in contemporary science
than those in contemporary art?
Why have the sciences yielded great explainers like
Richard Dawkins and Stephen Gould, while the arts
routinely produce some of the loosest thinking and
worst writing known to history?
Why has the art world been unable to articulate any
kind of useful paradigm for what it is doing now?
THE NEED FOR ADVOCACY

7. If we're going to expect
people to help fund the
arts, whether through
taxation or lotteries, then
surely we owe them an
attempt at an explanation
of what value we think
the arts might be to
them.
- Brian Eno, Turner Prize speech 1995
THE NEED FOR ADVOCACY

8. Development consists of those often subtle,
frequently intangible, and not immediately
measurable acts which draw donors and
volunteers closer to the organization into an
understanding of shared values.
- Kay Sprinkle Grace, Beyond Fundraising: New Strategies for Nonprofit
Innovation and Investment (New York, NY: John Wiley & Sons, Inc.,
1997), p. 15.
DEVELOPMENT IS…

9. What can we all do?
• What is your museum’s model?
• What is your personal model for asking for
money?
• What are you passionate about?
DEVELOPMENT IS…
…PART OF EVERYONE’S JOB.

10. • Catholic charities
• Jewish modes, the schnorrer
• A business-like approach - “this is what it will
take…”
• Bureaucratic - government needs and reporting
• Lead program staff, reporting to a Director of
connecting with Development staff “someone
else’s job…”
• Are you volunteering and donating elsewhere?
• Others
WHAT IS YOUR PERSONAL MODEL FOR
ASKING FOR MONEY?

11. The problem lies with the cultural sector’s inability to
mount a compelling case of evidence to convince these
effective altruists that tangible and meaningful benefit
does indeed result from investing in the arts and
culture.
Our impassioned arguments about how museums can
change lives and bring communities closer together are
all well-and-good, but they mean very little to a data-
driven philanthropist if we cannot bring supporting
evidence with us to prove our point.
- Rob Stein 2014
DEMONSTRATED EVIDENCE

12. CASE STUDIES
B U I L D I N G A C U LT U R E O F P H I L A N T H RO P Y
I N S M A L L , M E D I U M A N D L A RG E
I N S T I T U T I O N S

13. NEAL V. HITCH
E X E C U T I V E
D I R E C T O R
I M P E R I A L V A L L E Y D E S E R T
M U S E U M

14. SAVE A BOX CAMPAIGN

15. FRIENDRAISER CAMPAIGN

16. NIKI
CICCOTELLI
STEWART
C H I E F E N G A G E M E N T
O F F I C E R
C R Y S TA L B R I D G E S
M U S E U M O F A M E R I C A N A R T

17. WALKER FAMILY
SCHOOL VISIT PROGRAM

18. SURVEYING GEORGE WASHINGTON

19. DISCUSSION:
ESSENTIAL
QUESTIONS
T H E W O R L D C A F É A P P ROAC H
TO TA K I N G AC T I O N

20. WORLD CAFÉ:
A STRUCTURE FOR CONVERSATIONS THAT MATTER
• A framework for progressive rounds of conversation
• At least 3 rounds, between 5-10 minutes each
• In groups of 4 or 5 people, discuss the essential
question or topic at hand
• Every group discusses the same question
• One scribe at each table captures the discussion
• After round one, change tables and join a new group
For more visit www.TheWorldCafe.com

21. ROUND 1
In groups of 4 or 5
people, discuss the
topic at hand.
Every group
discusses the same
question.
One scribe in each
group captures the
discussion.
Essential Questions:
How might my staff and
colleagues respond to
building a culture of
philanthropy at our museum?
How might our donors,
volunteers and guests
respond?
How might I kick things off
when I get home?

22. ROUND 2
Join a new group.
Discuss the topic
at hand.
Every group
discusses the same
question.
One scribe in each
group captures the
discussion.
Essential Questions:
How might my staff and
colleagues respond to
building a culture of
philanthropy at our museum?
How might our donors,
volunteers and guests
respond?
How might I kick things off
when I get home?

23. ROUND 3
Join a new group.
Discuss the topic
at hand.
Every group
discusses the same
question.
One scribe in each
group captures the
discussion.
Essential Questions:
How might my staff and
colleagues respond to
building a culture of
philanthropy at our museum?
How might our donors,
volunteers and guests
respond?
How might I kick things off
when I get home?

24. TALK BACK
S H A R E YO U R T H O U G H T S A N D
D I S CO V E R I E S

25. TALK BACK
What did you
hear?
What surprised
you?
What might you
do next?
Essential Questions:
How might my staff and
colleagues respond to
building a culture of
philanthropy at our museum?
How might our donors,
volunteers and guests
respond?
How might I kick things off
when I get home?

26. IT TAKES A
VILLAGE…

27. WANT TO KNOW MORE?
James G. Leventhal
Director of Development, San Jose Museum of Art
JLeventhal@sjmusart.org
Neal V. Hitch
Executive Director, Imperial Valley Desert Museum
NealHitch@aol.com
Niki Ciccotelli Stewart
Chief Engagement Officer, Crystal Bridges Museum of
American Art
Niki.Stewart@crystalbridges.org