Category: Corporate and Foundation Relations

Making the ask at 35,000 ft: How Emirates does it.

Sarat PratapchandranLeave a comment

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Can you make an ask at 35,000 ft?

On a recent international flight on Emirates Airlines, the flagship airline of the Dubai government, the pilot asked charitable support from passengers like me to give to the Emirates Airline Foundation, a non-profit charity. This is, despite forking out a fare that could get me a used car or  feed over 200 hungry people  back in the United States.

Airlines sell credit cards, offer miles, nickel and dime passengers with excess baggage fees and push stuff. Emirates does all this and adds philanthropy to the mix. “Please give us your donations in any currency so that your funds can go towards supporting the Emirates Airlines Foundation,” the pilot announced at the beginning and the end of the flight. And of course, the customary thank you. They remind passengers to put your donations, however small and in any currency in an envelope and pass it on to the cabin crew.

The Emirates Airline Foundation supports children’s needs and does worthwhile projects in India, Bangladesh, Zimbabwe and Ethiopia, to mention a few. Their mission is to support humanitarian organizations around the world working to improve the lives of children in need. Donations are  accepted in any currency and they use 95% of the funds to provide direct support to entities working to help children in need.

Passengers can also donate their miles that can later be used to fund travel for doctors, engineers and other volunteers working on humanitarian missions worldwide. You can also buy a signature Mont Blanc pen for $788 and Emirates will contribute 20% to the Foundation.  This is obviously targeted at the wealthy sheikhs traveling in first and business class across the Middle East. They might buy one just to sign up the customs form.

I was thoroughly disappointed at the quality of the ask at 35,000 ft as it was similar to a pilot announcing the weather. In the two routes I took, the ask came in between the pilot asking you to fasten your seat belts or thank you for taking the 14.5 hour non-stop flight. At this stage, my only thought was to jump out of the plane and not put loose change in an envelope to save the world.

We may soon see airlines hiring “flying fundraisers,” who at 35,000 ft could make a direct ask at passengers in first and business class. With tactful prospect research on the wealth profile of those occupying those seats, making an ask in the skies might just be a fun gig.

However, pitching philanthropy to the economy class. might be a tough ordeal. My Seattle-Dubai flight that I  fondly christened The Curry Express was filled predominantly with Indian techies, their wailing new borns and care-giver parents who were just waiting for the 14.5 hour ordeal to end.

I do not think anyone got the concept and I did not see any loose change going into envelopes.

Emirates has tactfully promoted the program internally through their information and entertainment channels. On The Curry Express, perhaps I was the only one who watched these out of curiosity.

The rest tuned in to Hollywood or Bollywood.

 

 

 

A Fresh Look at Fundraising

Sarat PratapchandranLeave a comment

generosity networkSo…how much did you ask? How did the visit go? This is a common question that fundraisers are asked after they meet prospects.

In a new book, “The generosity network: New transformational tools for successful fundraising,” authors Jennifer McCrea and Jeffrey Walker take a fresh look at fundraising. The authors show that “creating a sense of meaning and personal fulfillment is at the heart of great fundraising.”

They oppose fundraising as a transaction-based relationship where the fundraiser meets the donor solely to secure a financial gift. The book argues that “fundraising is a vehicle for transformation- personal, organizational, social, even global.”

Narrating her early experience as a fundraiser in New York, Jennifer says every ask that she made focusing solely on securing a financial gift yielded a negative response.  She soon realized that fundraising was not just about the numbers. Instead, it is a “shared commitment as two people sit down and have a deep conversation about their lives.” Giving is emotional, personal, makes people happy and is social.

The authors oppose fact-based appeals used commonly in fundraising. They argue that  fundraisers should focus on why people want “meaning in their lives” and  not dwell on data-driven case statements. “Another slide show won’t work and the most important aspect of fundraising is to create human connections.”

They are also against canned elevator pitches, a tactic  commonly used by non-profits. Instead, they encourage non-profits to focus on authentic storytelling. “Do not inundate your audiences with data, instead tell them stories.”

The book urges non-profits to stop selling ideas to people and encourages them to  give donors “opportunities to connect with causes.” It offers several nuggets, including one where the authors ask fundraisers to consider donors as their peers, irrespective of their social or financial standing. Treat them as peers and move from the “salesmanship model to enabling people to contribute to a dream.”

Authentic storytelling gets reinforced throughout the book and it has abundant tips on how to make the ask. At the heart of every ask is a “powerful story of the self, the power of us and now.” A good read.