brains, courage, heart, and the othershanepekny.com/docs/brains courage heart.pdf · crash course...
TRANSCRIPT
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Brains, Courage, Heart, and the Other Using Temperament Theory to Reach Every Reviewer
Shane Pekny NOVEMBER 12, 2015
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The Challenge
Am I reaching my audience?
“We have carefully reviewed your request but regret that
due to the many competing opportunities for charitable
support, we will not be able to satisfy your request at this
time.”
Translation: “No.”
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The Challenge
Am I reaching my audience?
“Unfortunately, the Foundation is unable to fund your
donation request. The board reviewed numerous requests
this past meeting – comprising of over 1,000 requests
annually – with 90% of the applying organizations with
strong, well-deserving programs. It is impossible to fund all
applications; forcing the board to make very difficult, and at
times heart-breaking, decisions.”
Translation: “Sorry, no.”
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The Challenge
Am I reaching my audience?
“The applicant does not fully describe its capacity to track
and report outcomes or its ability to collect and manage data
to allow consistent, accurate, and expedient reporting.”
Translation: “Per Section 2, Subsection i, no.”
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The Challenge
Am I reaching my audience?
“Your application was reviewed and given an A rating.
However, after serious debate and consideration, the Grant
Review Board decided not to fund your proposal. We
received over 1,000 applications…”
Translation: “Close, but no.”
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The Challenge
Am I reaching my audience?
“Your proposal was well presented. It was not denied
because of a failure on your part.”
Translation: “It’s not you; it’s me.”
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0%
10%
20%
30%
40%
50%
60%
70%
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014
The Challenge
It’s competitive out there…
Nonprofits Number of registered
public charities
Grant Money Corporate and foundation + federal grants to nonprofits
(2014 dollars)
59% 1 million
nonprofits
62% $104 billion in grants
Data sources: Giving USA, The Giving Institute; USAspending.gov, U.S. Department of Treasury; National Center for Charitable Statistics, The Urban Institute.
% Growth Since 2000
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The Challenge
Am I reaching my audience?
“Congratulations! Boys Town has been selected by the
Foundation to receive a donation. An award packet
containing an award letter, grant agreement, and stickers
will be mailed to you.”
Translation: “Yes! You get a sticker!”
But what was it that worked?
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About Me
Past 12 years of experience:
• Habitat for Humanity
• Goodwill Industries
• University of Nebraska at Omaha
• Boys Town
• Part-time teaching, magazine writing
• Prior experience and education in journalism
Most important lesson:
• It sure helps to write things down.
My goals:
• Be clear, concise, and compelling.
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The Goal for Today
Learn and complete this checklist: Brains
Courage
Heart
____________
Hint:
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Meeting the Challenge
Common mistakes How Temperament Theory helps
Copy and paste (Not thinking about your readers at all)
Be more intentional (Forces you to think about your rhetoric)
Group think (Internal perspectives only)
Seek insights (Focus on your readers and ask questions)
Oops (Trying, but missing what the audience really wants)
Get them right (Better understand your readers, or reach a wider audience)
Temperament Theory helps reach your specific
audience or broaden your appeal.
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Meeting the Challenge
Grant writing is just part of the process
Research Cultivation Solicitation
Grant Writing
Reporting
Temperament Theory
(also helpful) (also helpful)
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Crash Course in Temperament
Developed by David Keirsey (1921-2013) • Sought to align all past attempts at personality typing
• Improvement and expansion of Myers-Briggs
• Please Understand Me II
• Keirsey.com
People can be sorted by personality • Four basic personalities
• Each with four variants, for a total of 16 types
• The four basic personalities are helpful to us
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Crash Course in Temperament
People are like snowflakes.
But even unique things can be sorted into types.
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Crash Course in Temperament
The first cut: Concrete or Abstract? • Think about how people speak
• Likes making plans or coming up with ideas?
• Seeks to accomplish or explore?
• Seeks to do or learn?
The second cut: Cooperative or Utilitarian? • Think about how people work with others
• Does the process matter, or just the outcome?
• Are partnering and inclusion important on their own?
• Ask for permission or forgiveness?
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Crash Course in Temperament
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Rationals Brains
Artisans Courage
Co
op
era
tive
Idealists Heart
Guardians _______
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Rationals
• Abstract Utilitarians
• Society’s thinkers and architects
• Good at strategy
• Place trust in reason
• Persuaded by a logical appeal; wants to know your theory of change, your efficiency
• Doesn’t want your stories or your gratitude
Brains
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Rational: Mr. Spock
• Science Officer, USS Starship Enterprise
• Part Vulcan
• Utterly logical
• “Fascinating.”
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Rational: Mr. Spock
Video source: https://www.youtube.com/watch?v=EIOsLh8JNvE
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Crash Course in Temperament
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Rationals Brains
Artisans Courage
Co
op
era
tive
Idealists Heart
Guardians _______
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Artisans
• Concrete Utilitarians
• Society’s optimistic change agents
• Good at tactics
• Seeks to be bold and exciting
• Persuaded by bold plans to make real impact; wants to know about your technology
• Cares less about research or accreditation
Courage
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Artisan: Phil Dunphy
• Real Estate Agent and Cool Dad
• Competitive, confident, “a closer”
• Skilled on horseback and with a shotgun
• “Bring it on.”
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Artisan: Phil Dunphy
Video source: http://abc.go.com/shows/modern-family/video/VDKA0_mjpghb0g
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Crash Course in Temperament
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Rationals Brains
Artisans Courage
Co
op
era
tive
Idealists Heart
Guardians _______
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Idealists
• Abstract Cooperators
• Society’s conscience
• Good at diplomacy
• Seeks to be authentic and enthusiastic
• Persuaded by an emotional appeal; wants to see that you are inclusive and collaborating
• Cares less about evidence
Heart
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Idealist: Phoebe Buffay
• Musician, Masseuse, and Friend
• Raised on the streets, little formal education
• Empathizes with the smelly cat
• “It’s not your fault.”
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Idealist: Phoebe Buffay
Video source: https://www.youtube.com/watch?v=cXr2kF0zEgI&index=5&list=FLZOPKllqGE6rc_6PsjgLy3A
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Crash Course in Temperament
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Rationals Brains
Artisans Courage
Co
op
era
tive
Idealists Heart
Guardians _______
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Guardians
• Concrete Cooperators
• Trustees of society’s safety and welfare
• Good at logistics
• Place trust in authority
• Persuaded by your authority; wants to know who else has approved or endorsed
• Cares less about the theory
__________
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Guardian: Leslie Knope
• Public servant, the next Governor of Illinois
• Values tradition, rituals, the rules
• Good at getting the job done
• “Work hard at work worth doing.”
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Guardian: Leslie Knope
Video source: https://youtu.be/ekpylglrh2U
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Crash Course in Temperament
Limitations and words of caution • Typing someone is not easy!
• Everyone agrees: There are different personalities
• However, we disagree on:
• The best system for organizing
• Whether the tests are reliable
• Best when used as a tool to broaden your appeal
• You could use other systems similarly:
• Myers-Briggs
• Gallup StrengthsQuest
• True Colors
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Crash Course in Temperament
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Mr. Spock (RATIONAL)
“Fascinating.”
Phil Dunphy (ARTISAN)
“Bring it on.”
Co
op
era
tive
Phoebe Buffay (IDEALIST)
“It’s not your fault.”
Leslie Knope (GUARDIAN)
“Work hard at work worth doing.”
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Program: Boys Town Family Homes
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Mr. Spock (RATIONAL)
• Adaptation of the research-based Teaching-Family Model.
• Uses model fidelity instrument. • Solid 16-year follow-up outcomes. • Cite research bibliography.
Phil Dunphy (ARTISAN)
• A “whatever it takes” approach. • Intensive and life-changing. • Kids face long odds; must overcome
past trauma and get caught up. • Kids get help with homework, play
sports, join band, and go fishing.
Co
op
era
tive
Phoebe Buffay (IDEALIST)
• Relationships change lives. • Behavioral and relationship issues
are understandable. • All children deserve a family’s love. • Partner with schools • Work with parents when possible
for safe family reunification.
Leslie Knope (GUARDIAN)
• Taking responsibility for the safety of children, like Fr. Flanagan.
• House parents model good moral character.
• Accredited by COA, rated by OJJDP • Kids make a commitment • Also funded by…
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Program or project:
How people think and communicate
Abstract Concrete
Ho
w p
eo
ple
wo
rk w
ith
oth
ers
Uti
lita
ria
n
Mr. Spock (RATIONAL) Phil Dunphy (ARTISAN)
Co
op
era
tive
Phoebe Buffay (IDEALIST)
Leslie Knope (GUARDIAN)
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Our Goal for Today
Complete this checklist: Brains
Courage
Heart
____________
Hint:
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Brains Heart
Courage
?
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Sources and Credits
Growth in Nonprofits and Grant Funding Chart (slide 7):
• Giving USA, The Giving Institute
• USAspending.gov, U.S. Department of Treasury
• National Center for Charitable Statistics, The Urban Institute
Temperament Theory (slides 14-33):
• Please Understand Me II: Temperament, Character, Intelligence, by David Keirsey (1998) (ISBN: 978-1885705020).
• Please Understand Me: Character and Temperament Types, by David Keirsey and Marilyn Bates (1984) (ISBN: 978-0960695409).
• Additional, up-to-date resources found at Keirsey.com
Wizard of Oz images (slides 10, 11, 34, 35): The Wizard of Oz, Metro-Goldwyn-Mayer (MGM), Warner Bros. Pictures
Mr. Spock image and video (slides 19, 20, 31): Star Trek, Paramount Television, Paramount Home Entertainment
Phil Dunphy image and video (slides 22, 23, 31): Modern Family, American Broadcasting Company (ABC)
Phoebe Buffay image and video (slides 25, 26, 31): Friends, National Broadcasting Company (NBC)
Leslie Knope image and video (slides 28, 29, 31): Parks and Recreation, National Broadcasting Company (NBC)