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The need for more basic philanthropy research

By Sponsor Insight

By Amir Pasic, Eugene R. Tempel Dean, Indiana University Lilly Family School of Philanthropy

Judging by the proliferation of research-inspired ventures, it may seem we’re in a golden age of philanthropic knowledge creation. But we are not focusing enough of our efforts on basic research.

Given the urgency of finding better ways to solve pressing social issues, it’s not surprising that the vast majority of research generated is applied research. Both the standard ways of doing philanthropy and the paradigm-bending (and busting) efforts to transform and disrupt conventional approaches come armed with research findings on what works, where there are strategic gaps in expectations and how some interventions are more effective than others.

This data-driven search for solutions is awesome and inspiring. Our current philanthropic research ecosystem is highly fragmented. Its inhabitants often belong to a variety of industries or professions whose connection to philanthropy is contingent on other interests and commitments. And today’s growing expectations of philanthropy are only likely to increase because of current political winds, and because total annual giving at $390 billion does not seem small compared to the nonmilitary portion of federal discretionary spending: $518 billion a year.

However, basic research also is needed to give more coherence to this burgeoning applied research engagement, and to give it a better chance at driving innovation. Shared fundamental questions unite applied and basic research. We just need to devote patience to pursuing basic questions, such as why do humans give? How does giving affect our social life? And how is giving connected to exchange relations in the market and to the power relations of authority?

A classic case for the value of basic research, The Usefulness of Useless Knowledge, was reissued this year by Princeton University Press. Written by the man who brought Albert Einstein to America, it argues that both deeper understanding and technological progress are best facilitated not by seeking immediately applicable solutions, but through “the unobstructed pursuit of useless knowledge.”

Such “useless knowledge” now resides in every smartphone built from “basic” discoveries that in their time did not have ready uses, ranging from electricity to relativity to quantum mechanics. In the social sciences and humanities, basic research leads to novel designs for our social institutions (think of social security and public health) and to the ways we form and express our identities and find meaning.

Alarm also is being raised about declining government investment in basic research, including by the president of MIT and the head of the Institute for Advanced Study, Einstein’s academic home. Realistically, philanthropy will fund only a small portion of flagging government support for basic science research. But even a campaign to fund basic science through philanthropy would benefit from better fundamental understanding of philanthropy.

We’re likely to see many more efforts to tap into philanthropy or to regulate the flow of financial resources into it. The decisions made would be improved by better understanding of what “it” is. Is philanthropy a tax dodge, the outsourcing of government, an agent of pluralism, or is it its own thing that reflects a fundamental feature of the human condition? It can be all of these things, but the last point merits more attention.

We often hear suggestions that the private sector or the government would do philanthropy’s work better. One can make that argument, but it is one that seeks not to improve or understand philanthropy, but to substitute it for something else.

This suggests that basic research on philanthropy is not going to succeed by walling it off from other disciplines and ways of approaching human nature and social interaction. But at the same time, if there is a basic puzzle to investigate that focuses on the how and why of human generosity, we cannot simply follow the practitioners and thinkers who consider philanthropy an offshoot of market behavior or authority relations that can be managed and understood better by using only these more established lenses.

There is a surge of applied research activity to draw upon.

Every association or forum for discussing the effectiveness of philanthropy is bringing its own research to the table. Just glance at the work of our established infrastructure organizations such as GuideStar, the Foundation Center, the Center for Effective Philanthropy and Independent Sector, not to mention the consultancies that advise foundations on big bets or generate interpretive strategic templates such as “collective impact.” They are generating ever more sophisticated and useful syntheses, deep dives, case studies, data tools and research reports.

The Gates-funded “Giving By All” initiative is fostering a range of applied research on interventions that might facilitate more donations by the public at large.

Even following the Stanford Social Innovation Review only begins to reveal the expanding universe of applied research and experimentation.

Our field is replete with excellent associations and consultants who serve as the McKinseys and Bains of the philanthropic world.

However, we are not so blessed with the equivalent of the multitude of excellent business schools in the world of commerce that build knowledge and allow us to discern among the flurry of urgent insights by providing rigor and the perspective of broader and longer context.

In the academic world, we have simply not kept up with the pace of innovation and experimentation that is being driven by research-savvy practitioners. We have not done an adequate job of building the connective sinews, as basic and applied research do not progress in isolation. They benefit from cross-pollination and creative tension between curiosity driven basic questions and applied discoveries.

As the first school of philanthropy, we have a role to play in pursuing the basic questions and engaging them with the repertoire of fundamental data generation and applied work for which we are already known.

But we are not alone. For example, The Human Generosity Lab is “the first large-scale transdisciplinary research project to investigate the interrelationship between biological and cultural influences on human generosity.”

And more broadly, there has been dramatic growth in the number of academic programs that teach about philanthropy. These are mostly found in schools of public affairs and public policy, where “nonprofit management” is a growing line of instructional business. But here too, more connective tissue needs to be grown to connect data-driven innovators on the one hand and scholars outside the professional school domain on the other.

Our understanding of philanthropy and our quest to make it more effective will benefit from embracing curiosity-driven research that seeks to understand what ties our disparate concerns together in the pursuit of basic questions about human generosity.


Amir Pasic, Ph.D., is the Eugene R. Tempel Dean of the Indiana University Lilly Family School of Philanthropy since 2015. Prior to joining IU Lilly Family School of Philanthropy, Dean Pasic was vice president of international operations at the Council for Advancement and Support of Education (CASE). Previously, he was associate dean for development and strategic planning at Johns Hopkins University School of Advanced International Studies (SAIS) and the executive director of the Foreign Policy Institute.

Use people strategy as your competitive advantage

By Sponsor Insight

By Mike Bensi, advisor, FirstPerson

I was flipping through some old school papers I’ve hung on to for far too long and found my notes from Michael Porter’s book, Competitive Advantage. If you haven’t heard of Michael Porter, here’s a great summary of him and the business ideas and strategies he’s shared over the years.

In this particular book, Porter said companies win over their competitors by being cheaper or by being different — being perceived by the customer as better or more relevant. There are no other ways.

While Porter was speaking to competition within business, we can apply this to the competition for talent we’re experiencing today. Companies have two ways to gain an advantage over other companies looking for the same talent: pay the most or be so different from other companies it’s easy to draw in and keep top talent.

Playing the numbers game is not sustainable, and applicants don’t rank this in the top criteria when looking for jobs. Companies must reflect on how their people strategy is better and different than other companies. To accomplish this, think like Porter and create a “value chain” within your employee lifecycle. This value chain should focus on five stages of your employee lifecycle as a series of activities which link together. With it, you’ll be better able to show talent how you stand out from the rest.

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Homeless resources in Indianapolis

By Feature, Programming

This week, Indianapolis Star reporter, Maureen Gilmer, wrote a story about seeking help for a homeless mom. The story referenced the Street Outreach Rapid Response Team, and other nonprofits that acted immediately to secure a spot for this family. To learn more about Indianapolis’ services, read her article.

Just like that, within three hours, a desperate young mom and her kids were rescued from an uncertain future. I was astounded at how quickly this family got the help they desperately needed, but at the same time, I know there are others who aren’t as lucky as Brown and her family.

These kinds of street rescues are what Street Outreach Rapid Response Team and Professional Blended Street Outreach are built to do. The rapid response team is actually a network of 67 people representing 22 organizations in the city — shelters, hospitals, mental health agencies, veterans’ groups, even animal welfare advocates.

“We’ve identified gaps in services available on the streets for people, and we’ve brought those folks together to help those most vulnerable,” said team coordinator Melissa Burgess.

When an email goes out to the group, “everybody jumps up and is ready to help if they’re able to,” she said.

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Fiscal Responsibility Primary Goal of Board

By Sponsor Insight

by Yvonne de Calonne & Michelle (Micki) Siner

Certainly, complying with self-dealing rules and following the letter of the bylaws are requirements of fiscal responsibility. But they may be just the minimum requirements.

Here are three ways for boards to further exercise their fiscal responsibility.

1. Assure the agency stays within its budget

Prepare a realistic budget. It is always appropriate to budget based upon educated estimates of the actual costs and revenues of intended services. But these estimates should not ignore the history of the budget item.

Neither history nor the estimate should stand as the lone criterion of a budget item. Justify the budget variances. At each board meeting, receive a report from staff on actual expenditures compared to budget. Significant variances – say, 10 percent or greater – should be explained.

A plan should be presented to bring the budgeted item back into line to accomplish the agency’s budget goals for the year. While it is important to correct unfavorable variances – spending too much –do not overlook under-spending. Money not spent as planned, such as advertising or program development costs, may result in revenues missing budget later in the period.

Adjust the budget when needed. Occasionally, the budgeted items may prove invalid. A program may not begin because of permitting or personnel issues. A major event may disrupt revenues or require overtime. When this happens, create a new budget for the remainder of the period with these events taken into consideration. The budget for unaffected line items remains unchanged. Then, once again, the agency is working with an achievable budget.

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Giving USA indicates growth in philanthropy across all nonprofit sectors

By Sponsor Insight

By Angela E. White, CFRE, senior consultant and CEO, Johnson, Grossnickle and Associates

Giving USA released its annual estimates of U.S. charitable giving in June for 2016, and the results show overall growth during a presidential-election year filled with national tumult and impending policy changes. Giving USA 2017: The Annual Report on Philanthropy reports that total giving in our nation reached $390.05 billion in 2016, an increase of 2.7 percent over 2015. This total is the highest since Giving USA began tracking this data 40 years ago.

Published by Giving USA Foundation, a public service initiative of The Giving Institute, Giving USA is the longest running and most comprehensive report of its kind in America. It is researched and created by the Indiana University Lilly Family School of Philanthropy.

Despite volatility in economic and political arenas in 2016, each of the nine major categories of charitable organizations realized growth in giving. This has happened only five other times during the past 40 years (1976-2016). The increase continues a positive growth trend, indicating that charitable giving has overcome losses from the 2008 recession, although growth has slowed and is considered moderate overall.

Giving by individuals showed strong growth — an increase of 3.9 percent (2.6 percent adjusted for inflation), continuing to be the largest source of charitable giving. Research indicates that this growth may be attributed to an increase in gifts from the general population rather than from mega-gifts — currently defined as gifts exceeding $200 million — as in recent years. This strong growth boosted total giving and offset the drop in bequests (-9 percent). Bequests are not predictable and frequently fluctuate from year to year and are not influenced by economic factors.

“In 2016, we saw somewhat of a democratization of philanthropy,” notes Patrick M. Rooney, Ph.D., associate dean for academic affairs and research at the Lilly Family School of Philanthropy. “The strong growth in individual giving may be less attributable to the largest of the large gifts, which were not as robust as we have seen in some prior years, suggesting that more of that growth in 2016 may have come from giving by donors among the general population compared to recent years.”

Organizations in the arts (6.4 percent), health (5.7 percent), the environment (7.2 percent), and international affairs (5.8 percent) experienced significant growth in giving. Growth in the arts may indicate the effect of assertive and innovative fundraising practices. And, research suggests growth in environment and international affairs could have been impacted by a new phenomenon borne of the contentious political climate: rage donations. These donations are a reactive reflex for some donors, given out of frustration in response to post-election policy changes.

Education, while still very strong, saw slower growth in 2016 (3.6 percent) than in recent years, which may be related to the drop in mega-gifts.

What does all this mean for future nonprofit fundraising? The recession is officially behind us with a seven-year growth trend, but new challenges lie ahead. Philanthropy trends show Americans continue to give generously even in uncertain times, though their giving priorities may shift a bit with the issues at hand.

For example, the predicted cuts in government support of specific programs could put pressure on philanthropic support of basic needs charities and other human services and public-society benefits organization.

It is important to remember that as the national economic climate changes, so can donors’ passions and giving patterns change. Different and innovative approaches to cultivate prospects and donors may be called for to increase giving and move your organization forward.

We encourage you to download a free copy of the Giving USA 2017 highlights or order your full copy of the report at givingusa.org.


Angela E. White, CFRE, has been instrumental in JGA’s success since 1996, when she joined the JGA team. In 2011, she became CEO of JGA, responsible for providing day-to-day leadership to the firm and guiding the JGA staff, while continuing to provide tailored consulting services directly to its clients. White has a high level of expertise in philanthropic consulting in healthcare, education, social services, arts and faith-based organizations. She also has considerable knowledge and experience in strategic planning and data analysis.

Here you grow again!

By Sponsor Insight

By Ann M. Merkel, Senior Vice President and Chief Market Development Officer, The National Bank of Indianapolis

Congratulations! As the leader of your nonprofit, you have successfully led your team in growing and fulfilling your organization’s mission. In fact, your organization is serving more people than you ever envisioned — or planned for!

As we know, with growth often comes challenge — specifically, how are you going to fund all of this growth? Maybe you secured a new, large contract or you’ve received a large multi-year grant? Or maybe you’ve outgrown your physical space?

Regardless, you may be faced with a new challenge — asking your bank for short- or long-term financing. Here are some steps for turning that challenge into a success.

  • Get to know your banker before you have a need. Communicate regularly and familiarize your banker with your organization’s ongoing funding sources. Share your strategic plan and communicate the steps for achieving your plan. This understanding will allow your banker to be your advocate when it comes to approving your loan request.
  • Be prepared to discuss your financial statements. You’re a skilled administrator and an enthusiastic visionary for your organization, but if you don’t have a strong understanding of your organization’s finances, include your controller, financially-savvy board member or your CPA in the conversations when you’re seeking a loan.
  • Confirm your financial statements are current and accurate. Most funders, including banks, prefer to rely on CPA-prepared reviewed or audited financial statements. Make sure your banker understands the nuances of nonprofit accounting, as well as how contracts or funding cycles affect your financial results.
  • Communicate a clear plan for how you intend to repay the loan. Create a financial statement forecast that addresses not only the impact on your organization of the new or expanded revenue source, but also the additional related expenses. Your banker needs to have a clear understanding of the additional cash flow that will be available to repay the loan.
  • Identify the asset(s) that you will use to collateralize the loan. If that asset is real-estate related, include the cost of “due diligence” items (appraisal, survey, title work, etc.) into your financial forecast.
  • Share the feasibility study, if your organization is engaging in a capital campaign to repay the loan. If this isn’t your first campaign, be prepared to discuss the size and success of previous campaigns.

The suggestions outlined above will not only be of benefit when times are good, but will also pay dividends should your organization experience a decrease or interruption in its annual revenue stream.

A solid banking relationship is especially critical when your organization faces an unexpected financial challenge. Communicating early and honestly with your banker will increase the likelihood that your bank will be willing to work with you during the challenging time. As a nonprofit administrator, you know very well that your donor relationships are built on mutual trust and take time to cultivate; and, the same can be said for your banking relationship, too!


In her role as Senior Vice President and Chief Market Development Officer for The National Bank of Indianapolis, Ms. Merkel is responsible for cultivating and maintaining high profile corporate, individual and community relationships.

Job descriptions: Are they really necessary?

By Sponsor Insight

By Jeremy York, HR Field Representative, the Synergy Companies

Most people are familiar with the term job description. It is the document that outlines items such as job responsibilities, experience, education, skills, etc. A dreaded document that most managers hate to prepare or fail to see the overall importance of having such a list. But what most managers do not understand is that a job description is an essential component of a successful people strategy.

First, job descriptions provide clarity and outline expectations. They help employees understand the fundamental framework for their job. Without job descriptions employees find themselves interpreting the job as they see fit, bogged down in a quagmire of tasks that may not be job-related or do not add value to the business strategy. Employees don’t have a clear focus on where they should spend their time or what tasks are the most important if it is not provided in a job description.

Second, job descriptions are a valuable tool in the recruitment process by specifically outlining job duties to applicants. They provide a road map in identifying qualified candidates so that you can hire the best talent. Applicants understand the core responsibilities of a role when they apply and therefore, understand what they’ll be expected to do once hired.

Third, job descriptions assist managers during performance reviews to accurately evaluate an employee’s ability to perform his or her job. Many managers struggle with performance reviews and see them as creating conflict. The job description can lessen the appearance of conflict by providing objectivity in assessing employee performance against the defined responsibilities of the job. Compare employee actions to job specifications and voila, an accurate assessment of performance.

Lastly, job descriptions help ensure legal compliance with regulations such as the Americans with Disabilities Act and the Fair Labor Standards Act. Employers often find themselves in situations where an employee asks for an accommodation based on a disability or argues that he or she is eligible for overtime pay. Job descriptions can serve as the first line of defense when questions arise regarding these situations.

Still not convinced that you need job descriptions? Having job descriptions can be the difference between winning or losing (paying hefty fines and/or penalties) employment related legal battles. This means that job descriptions could save you thousands, even millions of dollars in legal fees and settlements. Whether unemployment or unfair employment practices claims, job descriptions could be your best defense in giving yourself more leverage against such claims.


Jeremy York, SPHR, SHRM-SCP, is a Human Resources Field Representative for Synergy PEO Services. He provides strategic and generalist HR support to local nonprofit organization leaders and their staffs. York has over 15 years of human resources experience. He is the current director of certification for the Indiana State Council of the Society for Human Resource Management (SHRM) and serves on the IndySHRM board of directors as the past president.

Urban youth find power in the Constitution

By Feature

By Lynn Sygiel, editor, Charitable Advisors

Robert Walls is a problem solver. If you tell him you have tried everything and nothing seems to work, Walls sees it as a challenge to find something that will.

In 2006, Walls was asked to judge the national “We the People” competition in Washington, D.C. What surprised this Indianapolis resident and retired public school administrator was that among the 1,500 teens participating in the event, less than a half dozen were African-American.

Convinced that he could add diversity to the competition, his first step was to speak with Robert Leming, the director of the national Center for Civic Education, the organization that runs the competition.

During their conversation, Leming told Walls that the center had tried every idea it could think of to get urban school systems to adopt the Constitution-focused curriculum, and he was frustrated, too. But he welcomed new ideas and invited Walls to attend the group’s national state coordinators’ meeting.

Walls found the meeting disheartening, and that might have been discouraging for most people, but not in his case. While he learned that students couldn’t take part in the national event unless their school district had adopted the curriculum and a district teacher taught the course work, he thought that wasn’t an insurmountable hurdle.

[content_box box_type=”normal”]Since 1987, the national finals for the Center for Civic Education’s program have involved over 31,000 students. Each spring, upper elementary and secondary students participate in simulated congressional hearings with students testifying as the constitutional experts before panels of judges.[/content_box]

“In my opinion, the national competition was where the meat of the program really was. You got a chance to hear a whole lot of different opinions from all of the other states, and you got a chance to exchange ideas with teachers and administrators. I was frustrated that (urban kids) quite frankly had not been involved. There were some schools that adopted the program, but very few were teaching it to the point where they could get involved in the competition,” he said, citing the cost and the focus in urban schools on simply teaching the basics.

Undeterred, he forged ahead, and with the Center for Civic Education’s blessing, crafted a plan.

Walls began with his connection to Frontiers International, an African-American service organization founded in Columbus, Ohio, in 1936. His goal was to recruit schools to adopt the program, but he knew what could work immediately was to teach the program after school.

“But I said to the state coordinators, ‘If nothing else works, let us have our own competition,’” Walls said.

If you cannot join them, adapt.

At Walls’ recommendation, Frontiers International, which spreads its clubs into nine regions around the country, sponsored the first training. The Center for Civic Education agreed to the plan and pulled together a group of scholars to be trainers. In 2010, with 37 teachers from around Walls’ primarily Midwest region, the effort was begun. Educators spent five days at IUPUI, and upon completion, received a set of 30 books and teachers’ curriculum.

After that training, teachers could recruit from any school in their areas and teach the program after school. Later in 2010, the effort culminated with invitations to five (of 26) states — the top 110 students from around the country –to compete in the first Frontiers national competition in Birmingham, Ala, with the Center for Civic Education’s encouragement.

“Part of the reason we went to Birmingham is because it was recommended by Robert Leming, Wall said. “We could combine the study of the Constitution with the cultural experience of Birmingham. That’s our theme now. We try to combine the Constitution history and cultural history and see how they connect.”

In 2013, seeing the local potential, Darrin Orr, an Indianapolis businessman, helped Walls co-found a nonprofit organization, Winning Experiences. Orr is also the United Northeast Community Development Corporation president, which serves the Meadows area on the east side of Indianapolis.

One part of what launched locally is now the Northeast Corridor (NEC) We the People after-school team. As a nonprofit, it has expanded its offerings beyond the youth program to adults and has offered a Constitution 101 course in the Northeast Corridor and Fishers. It also has an ongoing book discussion group, an online civics program and offers kids scholarship accounts, service projects and advice on financial literacy.

Tinley Accelerated School freshman Desmond Mathews, 15, signed up in seventh grade for the We the People team and has stayed with the program for three years.

He would encourage others to join to learn things that the average person doesn’t know.

“Something I learned through this program is that there are laws that are unconstitutional. I used to think that every law was constitutional,” he said.

Nylicia King, 16, a sophomore at Broad Ripple High School, Mekiyah Boyd, 14, a freshman at Providence Cristo Rey, and Tinley Accelerated students Haylee Smith, 15, Dajour Finley, 15, Jamari Pollard, 15, and Bryce Orr, 16, joined Mathews on a Saturday at the Avondale Meadows YMCA to talk about what they’ve gained from the project.

“I’m just more informed about what’s happening because if I didn’t know about any of this, I would just be making assumptions on what’s happening, throwing guesses out to the wind and hoping that’s actually what the situation is. Now that I actually know what it is, I can gather my thoughts, and I’m able to back it up,” said Jamari, who also serves as the national Junior Frontiers representative. Before Jamari joined, he knew the Constitution was a thing, but he didn’t know anything about it.

“One thing that I found surprising is that when you get stopped by a policeman, you have the right to say, ‘Am I being detained or am I free to go?’ I didn’t know you could do that,” said Haylee.

Each of them talked with ease about the Constitution’s role in today’s headlines. Most high schools don’t offer a government course until junior year, but these kids have a head start.

“Before I started the group, I really didn’t too much care about politics and what was going on. But now, I’m more aware of what’s going on,” said DaJour.

And while studies have shown that programs focused on the Constitution improve students’ grades, Nylicia has seen it first hand.

“When I started, my grades weren’t bad, but they were like kind of slipping. I got my first D ever. And that was in social studies, and I didn’t ever imagine that I get a D in social studies because I love social studies. But since I’ve been in the program, it’s boosted me,” said the Broad Ripple High School sophomore.

For these students, it’s not just learning about the Constitution, but during their time in the program they are encouraged to graduate and consider post-secondary school.

Tasha Phelps, a Winning Experiences board member and marketing coordinator, frames it this way.

“Perhaps another way to think about our goal is the program that we have is civic education, but the return on student investment of time is college prep,” Phelps said.

In February, the team traveled to Virginia to a Historically Black Colleges and Universities (HBCU) festival.

It opened Haylee’s eyes to the possibilities.

“This program has provided me with a lot of college opportunities that I never would have had before. Like in February we went to a college fair in Virginia, there were 70 colleges there. They were giving out scholarships and accepting scholars on the spot. So when I become a senior, that could possibly be me getting accepted to a college,” he said.

It changed DaJour’s outlook.

“The program changed my perspective on college. I thought it was just another type of place to go, just to go to school, but it’s changed my perspective, and I can see that it’s way more than that. I didn’t know what an HBCU was, and now I know what that is,” he said.

In March, the team visited five HBCU schools: in the Midwest including Fisk, Meharry Medical College and Tennessee State in Tennessee, Central State in Ohio and Kentucky State.

Nylicia wants to be the first person in her family to graduate from college, and she knows she will need help along the way.

“The last college tour was Kentucky State, and they said if you wanted a better way to get college tuition paid for, there’s a representative from your state, and they can help you get that scholarship. I didn’t know, I thought you just went, I thought it was like a college scout that just came, I didn’t know there was a representative,” she said.

Right now the group is preparing for its competition in Philadelphia. Along with that experience in July, the students will stop in Washington to see the Smithsonian’s African American Museum, and after Philadelphia, travel to see the Statue of Liberty in New York.

Desmond, who is also a Winning Experiences youth board member, thinks more urban students should know about the opportunities.

“Something I want other people to know, I think this program should be way bigger than what it is now. It’s a great program that offers great opportunities that all teenagers, really anybody, should be exposed to.

“It’s not all work. People like my friends, I tell them about this program, they think, it’s all work, like we’re always studying the Constitution and we got to memorize the whole thing. We’re doing work, but it’s balanced,” he said.

Winning Experiences has a working board and volunteers who run the programs.

As a board member who enrolled in the adult program, Phelps realizes that the group is only a few years old, and its work is not typical, but she is buoyed by its power.

Phelps believes in this organization that began as an adaptation of an existing model and shows the power of teaching urban students and adults about the Constitution. And with a strong board now in place, she believes, like Desmond, that the organization will only gain momentum and increase its visibility around the country.

Improve fundraising performance with a development audit

By Sponsor Insight

By Andy Canada, senior consultant, Johnson, Grossnickle and Associates

A development audit is a great “barometer” to measure the capabilities of your development office and to establish goals and strategies for future success. This internal assessment is a rare opportunity to get a fresh perspective on a strong development program and can allow you to pause and take stock of how things are going and what resources may be needed to move forward and produce even better results. Development audits can also help solidify an organization’s philanthropic focus by ensuring board, staff and all areas of the organization are working together and embrace a unified culture of philanthropy. Often, organizations seek such an assessment of internal readiness in preparation for a new campaign or as a strategic planning process begins.

A development audit provides an opportunity for an objective overview of your internal development function, including current structure, systems and staffing. The audit process will provide practical advice to position your organization well for a campaign or whatever your next step may be. To be most effective, we believe, audits should include both a qualitative component — built from resource review and interviews with key staff and volunteers — and a quantitative analysis of recent fundraising data.

Here are some questions a development audit can help you answer about your development operation:

  • What is an appropriate level of expectation for the development office?
  • Are we performing to our full potential or are there ways to improve performance?
  • Are we performing to the level of other peer institutions?
  • What is our level of investment to raise funds?
  • Are we utilizing best practices?
  • How does our development performance align with our financial needs?
  • Do we have the appropriate staffing and structure to work with leadership in a cohesive and effective way?
  • How can we position the development office for further success in fundraising?
  • Is the current focus and direction of the development department aligned with the organization’s strategic priorities?
  • If our organization undertakes a new campaign or enhanced fundraising effort, is the current development operation set up to succeed?

View a development audit as an opportunity to move your mission forward. Learn more about using a development audit to help your organization set new goals and advance its development efforts by downloading our tip sheet.


Andy Canada, senior consultant, brings to JGA significant development experience focused in annual giving, planned giving, major gift development, and campaign development and implementation. Prior to joining JGA in 2010, he distinguished himself as development director with both the development teams at Indiana University Foundation and Purdue University, where he participated in significant transformative campaigns.

Pulliam Trust hones its environmental giving

By Feature, Foundation Giving

By Lynn Sygiel, editor, Charitable Advisors

It’s no secret that Nina Mason Pulliam was passionate about animals and nature. As a community leader, and a newspaper publisher in Arizona and Indiana, she supported those causes, and others, in multiple ways.

Now, nearly 20 years after her death with the establishment of a 50-year-limited legacy Trust that bears her name, those two passions are still championed. What has changed recently are the defined priorities for environmental giving.

When Harriet Ivey, the Trust’s first leader, retired three years ago, Gene D’Adamo was hired to continue its legacy. Ivey had been at the helm as president and CEO during the Trust’s first 15 years, and laid a strong foundation.

“As with any foundation, as it gains experience and community knowledge, its focus narrows,” said D’Adamo. “We could only do what we’re doing now, because of what Harriet had laid. She took an organization from nothing, and established the Trust.”

D’Adamo was charged with determining if the Trust’s giving needed fine-tuning.

While the communities the Trust serves are different — Indianapolis has deeper philanthropic roots, while Phoenix is more transient – the issues they are wrestling with are similar.

With the board’s blessing, D’Adamo and his team, both in Indiana and Arizona, spent two years reviewing its giving areas, talking with grantees and experts and looking at support categories to determine how they might be more impactful. Whatever they did, they wanted it to be scientifically based and its outcomes measureable.

Indiana Program Director David Hillman, who has been with the Trust since 2000, said that environmental grantmaking was one area of concentration.

“We knew it was something that was very unique to us, and it also was very unique in what Mrs. Pulliam’s interests were. I would describe that early dive we did more as a needs assessment than it really was setting priorities,” said Hillman.

Based on research, D’Adamo said the environmental projects have gained traction. It has been a funded area, but has not been as intentional and strategic like it is moving forward.

“We are driven by Mrs. Pulliam’s wishes, so whether or not this was a hot topic like it is now, we would still be doing this because that is what she loved, and she wanted to focus her resources on,” said Hillman.

One project approved by the Pulliam Trustees in 2016 was designed to develop Indiana water governance recommendations that could complement the Indiana Chamber’s 2014 report on the state’s water management.

“We need to pay attention to how we manage our water in Indiana for economic reasons, as well as the needs of our communities. There was a bit of environmental focus in that report, but not a great deal, so the Trustees approved a grant that went to the Conservation Law Center for a report addendum about the environmental impacts, why it’s important and how the environment plays a role,” said Hillman.

“That report came out at the end of last year, and then we have now provided additional funding to the Conservation Law Center to roll this report out, as well as work at the legislative level to see about getting a water management plan for the State of Indiana,” said D’Adamo.

And while the Trust had education programs in its grantee portfolio, it hadn’t intentionally combined its history and roots with its giving. No matter what the field – foster care, childhood literacy, animal welfare or the environment – the consistent grantee message was that they needed help in educating the public.

“They said, ‘Your dollars are great, but you have an ability to speak with a very impartial voice and you can really magnify the messaging,’” said D’Adamo, who was at the Arizona newspaper for 33 years, most recently as vice president of community relations for Republic Media.

“Nina and Gene (Pulliam) used that incredible voice to make their community better and to fight for things in the community,” said D’Adamo.

Newspapers, though, have changed dramatically since the Pulliams were the publishers, and print in particular has struggled. So working with the Indianapolis Star and the Arizona Republic, the Trust formulated a plan to amplify the newspapers’ environmental coverage, and return to the Trust’s roots.

For the next three years, both states’ newspapers will have an environmental team, supported with Trust funds. The grant was awarded earlier this year. Arizona already has a team in place, and Indianapolis is scheduled to begin its effort later this year. Each team includes a reporter, social media person and data analyst.

While providing grants for news coverage has become somewhat of a trend, according to D’Adamo the Trust has a different approach. Most foundations have supported nonprofit journalism, like ProPublica or the Marshall Project, the Trust is somewhat unique in its support for-profit journalism.

In Indiana, Hillman will oversee that effort. The Trust will not influence editorial content, and the team is free to report on topics that haven’t necessarily been a priority of Trust, like climate change or air quality.

“All we know is their reporting focus areas will be land, air and water. That’s pretty general. We won’t see anything in advance. We will read about it in the paper, the same day that everyone else does,” said D’Adamo.

Both newspapers are part of the Gannett chain and the USA Today network, and the hope is that some of the stories will run nationally.

Metrics, like page views, and retweets will be tracked quarterly, but the Trust is most interested in moving people to action. Before the reporting project started, it hired Arizona State University’s Morrison Institute for Public Policy to poll 800 registered voters in Arizona and Indiana to learn about their environmental perceptions and what’s important to them. Each year a similar poll will be conducted to determine if the reporting has moved citizens to do something with the information they have.

Another Trust funded project is related to environmental reporting designed to recognize outstanding efforts with a national journalism award. The Society of Professional Journalists is partnering with the Society for Environmental Journalists to select the winners.

Along with a substantial cash prize, there is an all-expenses paid stipend for the reporter to attend the national conference of Environmental Journalists. The Trust will also sponsor a local reporting award presented by the Hoosier State Press Association, and in Arizona by the Press Club. That winner will receive a similar stipend for the national conference.

While the reporting and educating the public is a priority project, so is water. In Indianapolis that focus is on the White River, and in Arizona, the Verde River. While the needs are different, the concept of water is equally important in both states. Arizona has a water management issue based on drought. In Indianapolis, the focus is on water for future growth, conservation, raising awareness and engagement and accessibility.

The White River project has three goals: make the river cleaner, help people gain access to the watershed, and help people understand and appreciate the waterway’s importance and value, according to Hillman.

The White River provides 60 percent of the drinking water for the area, coming from the White River or from one of its watersheds – Eagle Creek Reservoir or Geist Reservoir.

One of the primary focuses is to maintain that source as useable water, but there is another shift that’s happening in the way people think about the river.

According to Hillman, the White River wasn’t navigable, and the city wasn’t built around the river. There is a real interest in the White River, including from northern suburbs as far north as Muncie.

“In our city we turned our back to the river and we’d just dump our waste there and didn’t really think about it. But people are changing and want their waterways to be an amenity to the city. Now we’re facing toward that waterway and saying, ‘OK, how can we build our community around it, and turn it into something that people can actually go on and recreate with or go on a hike, actually build a community around it,’” said Hillman.

Hillman believes the Trust is doing this at the right time. Early on environmental groups didn’t collaborate as easily, but now they’ve matured, and had some positive experiences working together. One example is the White River Festival, which has included arts organizations.

“The underpinning is certainly water quality. Clean is the first priority, and we realize that, people will save and protect something that they love and appreciate. The first step in a lot of ways is getting them to understand what the river is and then they’re much more likely to go out and advocate for it. Definitely goes hand in hand,” said D’Adamo.

“And what we’ve learned along the way as any funder, you can start off something that sounds great, and the agencies report back to us, “Well, that’s not really going to happen.” Or that leads to this, so we realize this will be a very fluid process. Our nonprofits are definitely our partners in this,” he said.