A systems problem requires a systems solutionPosted on October 13, 2017 by Mark Rovner Following is an excerpt from our new whitepaper, Inside Out Fundraising: How to Create a Culture of Philanthropy By Treating Systems Instead of Symptoms. It is available here as a free download. Success will require transformational change. That means addressing the challenge systemically, working it from a variety of angles. Robert Gass has developed a “Wheel of Change” model that he applies to transformational change efforts. He argues that change comes only from working three interdependent spheres simultaneously: Hearts and Minds, which he defines as the attitudes, beliefs and judgments that are invisible, yet which drive a great deal of behavior. The belief among non-fundraisers that fundraisers are a little bit sleazy or are “selling snake oil,” is a common example. Also common are deeply held and rarely articulated conflicting emotions about money and wealth. Behavior, which includes what people actually do. Who communicates with whom? How do people collaborate…or compete? Who’s in the meeting and who’s left out? How are conflicts resolved? Structure, which includes the organizational chart, strategic plans, technology infrastructure, spending budget, personnel policies, donation attribution rules, and, notably, fundraising targets. The dysfunction that hampers so many organizations’ fundraising success is the product of all of these elements working together. Undoing them will require non profit practioners to open their minds to concerted, coordinated and ongoing change at all three levels.