wolna strefa / strefa NGO

Rewolucyjne prze(d)stawienietwórcze związki biznesu i niezależnych organizacji kulturalnych

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Julia Rowntree

Nie ma sprawdzonego przepisu na nawiązanie udanej współpracy pomiędzy biznesem a organizacją pozarządową z sektora kulturalnego. Podstawowe warunki to chęć uczenia się, potrzeba zmiany, budowanie wzajemnego zaufania oraz wiara w jednoczącą moc sztuki.

Organizacje pozarządowe zajmujące się kulturą powstają w odpowiedzi na potrzeby społeczne, a jednocześnie – z powodu drzemiących w społeczeństwie możliwości. Istnieją dzięki pasji i dobrowolnej pracy założycieli, posługując się wieloma środkami wyrazu – często wykraczającymi poza arsenał sztuki głównego nurtu – oraz poruszając się po najróżniejszych obszarach zarówno prawdziwego, jak i wirtualnego świata. Instytucje publiczne często zwlekają z udzielaniem wsparcia finansowego takim inicjatywom: praktyka jest szybsza niż legislacja. Organizacje pozarządowe, którym zależy na rozwoju, stabilizacji i podniesieniu wydajności, muszą zwracać się o pomoc – zwłaszcza finansową – do innych źródeł. Biznes jest tylko jednym z nich.

Wyciągnięcie ręki do sektora prywatnego wymaga zrozumienia rządzących nim praw oraz zbliżenia się do działających w nim ludzi. Ponadto konieczna jest trzeźwa ocena hierarchii potrzeb i możliwości, określająca kształt każdej współpracy, a także szczera odpowiedź na pytanie: do czego moja organizacja może się przydać danej firmie.

Warto pamiętać o tym, że firmy, podobnie jak organizacje NGO, różnią się wielkością i typem działalności: od międzynarodowego dostawcy usług telekomunikacyjnych, energetycznych czy ubezpieczeniowych po studio projektowe czy cukiernię. Celem każdej z nich jest wypracowanie zysków. Z drugiej strony w Europie kładzie się coraz większy nacisk na ograniczanie uprawnień rządu centralnego, co wpływa także na formy działalności biznesowej: mamy do czynienia z postępującą prywatyzacją usług i powstawaniem tak zwanych przedsiębiorstw społecznych. Zakres znaczeniowy terminu „biznes” jest coraz szerszy: mieszczą się w nim zarówno towarzystwa mieszkaniowe, usługi związane z utylizacją śmieci i odzyskiwaniem surowców wtórnych, służba zdrowia, edukacja, a nawet – niektóre organizacje pozarządowe. Podmioty te różnią się budżetami, ale każdemu z nich warto przyjrzeć się jako potencjalnemu partnerowi.

Przedsiębiorstwa, podobnie jak organizacje pozarządowe, kierują się różnymi wartościami i modelami działania. Podlegają wielu naciskom i przeżywają rozmaite problemy na różnych etapach istnienia, a jednocześnie wszystkie funkcjonują w świecie pełnym niewiadomych różnego typu: prawodawczych, gospodarczych i środowiskowych. Niektóre firmy są otwarte, odpowiedzialne, chętne do uczenia się i adaptacji, inne – wręcz przeciwnie. Reputacja niektórych przedsiębiorstw lub podejmowane przez nie działania od razu dyskwalifikują je jako potencjalnych partnerów do współpracy. Z drugiej strony pojedynczy pracownicy takich firm mogą odczuwać potrzebę zmiany wizerunku oraz modelu działania – wewnętrznego i zewnętrznego – swojego przedsiębiorstwa. W tym celu niektórzy z nich mogą zwracać się o pomoc do instytucji kultury.

Należy pamiętać, że ludzie pracujący w biznesie są także obywatelami, a ich zainteresowania i motywacje nie kończą się na pracy zawodowej.

To prawda, że organizacje pozarządowe spotykają się raczej z negatywnymi reakcjami ze strony biznesu. Nawet nasi sprzymierzeńcy wewnątrz firm nie zawsze potrafią przekonać swoich kolegów do udzielenia nam wsparcia finansowego. Owocna współpraca nie przychodzi łatwo, jednak nawet niewielka liczba sprzyjających nam osób może odwrócić losy pojedynczej organizacji. Warto więc podjąć wysiłek przekroczenia barier i stworzyć podwaliny wzajemnego zaufania. Niektóre przedsiębiorstwa są potężnymi graczami we współczesnym społeczeństwie. Artyści mają z kolei długie tradycje wchodzenia w relacje z władzą i znaczącymi mecenasami; z jednej strony zabiegają o ich wsparcie, z drugiej potrafią przekazywać im niewygodną prawdę za pomocą języka sztuki.

Piszę z perspektywy Wielkiej Brytanii, a konkretnie jej stolicy, ponieważ przez lata pełniłam funkcję dyrektora rozwoju Międzynarodowego Festiwalu Teatralnego w Londynie (LIFT[1]). Do moich zadań należała współpraca z rozmaitymi sektorami (także z biznesem) w poszukiwaniu środków, nie tylko finansowych, bez których niezależna organizacja kulturalna działająca w wielkim mieście nie byłaby w stanie funkcjonować. Potrzebowaliśmy pieniędzy, ale także rad i konsultacji, dostępu do budynków, gruntów oraz ludzi, którzy służyliby ekspertyzą i kontaktowaliby nas z decydentami. Z biegiem lat udało się nam stworzyć wspólnotę doradców i specjalistów z różnych dziedzin. Ich pomysły i pomoc przyczyniły się do rozwoju naszej organizacji i pomagały nam przystosowywać się do zmiennych okoliczności. Ponadto nasz zespół ekspertów zaczął przyciągać kolejnych sponsorów i partnerów. Ich wsparcie owocowało często innymi, równie korzystnymi formami współpracy.

Pozyskiwaliśmy firmy przede wszystkim jako sponsorów komercyjnych. W zamian udostępnialiśmy im pewną przestrzeń w ramach festiwalu, którą wykorzystywali do reklamy i promocji. Z czasem stała się ona także okazją do podkreślania zaangażowania danej firmy w działalność społeczną. W połowie lat 80. ubiegłego wieku, gdy zaczynaliśmy organizować festiwal, takie mechanizmy współpracy były czymś zupełnie nowym. Firmy różnie podchodziły do zagadnienia społecznej odpowiedzialności biznesu. Zbyt wiele przedsiębiorstw, mimo szlachetnych deklaracji, kierowało się przy współpracy z LIFT-em wyłącznie względami marketingowymi. Takie myślenie ludzi biznesu w relacjach ze światem sztuki jest zresztą nadal najbardziej rozpowszechnione. Mimo to doświadczenia i kontakty nawiązane w pierwszej, stricte komercyjnej fazie współpracy, umożliwiły festiwalowi LIFT stworzenie innego modelu w kolejnych fazach.

Gdy w połowie lat 90. zeszłego stulecia politykę i sferę publiczną zdominowała pogoń za wartościami materialnymi, postanowiliśmy radykalnie zmienić podejście. Zaczęliśmy zapraszać firmy do współpracy, oferując im możliwość uczenia się i wyciągania wniosków ze sztuki, którą przedstawiamy. Szczegółowy opis naszego programu szkoleniowego nie zmieści się w niniejszym artykule. Najważniejszy wniosek jest taki, że niezależnie od typu współpracy, etapy badania, namysłu i rozmowy przebiegają tak samo[2]. Z kolei sformułowanie zaproszenia leży całkowicie po stronie organizacji pozarządowej.

Od czego zacząć? Dobrze jest na początku nie wiedzieć za dużo i rozejrzeć się dookoła. Postarajcie się zrozumieć specyfikę biznesu w swoim kraju, mieście i dzielnicy. Czytajcie prasę gospodarczą. Miejcie oczy i uszy otwarte. Wypatrujcie ogłoszeń na ulicy i w internecie. Wyszukujcie interesujące konferencje i panele biznesowe. Próbujcie dostać się na nie jako osoba prywatna lub jako sponsorowany delegat i poznawać specyfikę biznesu z pierwszej ręki. Wypytujcie każdego o kontakty i pośredników. Na celownik bierzcie zwłaszcza kochających sztukę profesorów z uczelni ekonomicznych, przychylnych wam – oraz wszelkiej działalności artystycznej – przedsiębiorców i działaczy społecznych, a także członków waszej publiczności i szeroko pojętej siatki kontaktów. Poznawajcie konkretnych biznesmenów i pytajcie, na jakich zasadach działają ich firmy. Szukajcie punktów wspólnych z waszą działalnością i zacznijcie myśleć w kategoriach biznesowych. Czytajcie, czytajcie i jeszcze raz czytajcie o wyzwaniach stojących obecnie przed biznesem.

W ten sposób organizując festiwal, zaczęliśmy rozumieć, co sztuka miała do zaoferowania przedsiębiorcom. Odkryliśmy, że prywatni sponsorzy byli czasem bardziej skłonni do ryzyka niż publiczni; i tak na przykład pierwszą inicjatywę edukacyjną festiwalu LIFT finansowała pewna prywatna firma.

Spojrzenie do wewnątrz jest równie ważne. Potencjalni sponsorzy i ofiarodawcy muszą wiedzieć, że ich pieniądze i reputacja są w dobrych rękach. Każda organizacja szukająca wsparcia w biznesie musi mieć statutową możliwość przyjmowania funduszy oraz zdolność właściwego nimi zarządzania. Struktura prawna i statutowa to podstawa. Niektóre fundacje biznesowe wspierają tylko organizacje o statusie charytatywnym lub non-profit. Wszyscy sponsorzy życzyliby sobie, aby struktura zarządzania waszej organizacji była godna zaufania. Namysłu wymagają także mniej oczywiste sprawy, zarówno wewnątrz, jak i na zewnątrz organizacji pozarządowej.

Gdy w 1986 roku zaczynałam pracować przy organizacji festiwalu, LIFT nie miał żadnych doświadczeń we współpracy z biznesem. Mechanizm ten był zresztą całkowitą nowością w świecie sztuki. Trzy poprzednie edycje festiwalu zorganizowano dzięki funduszom publicznym i dotacjom z innych źródeł. Renoma artystyczna festiwalu zapewniła nam solidny start. Dotacje publiczne utrzymywały się jednak na niezmiennym poziomie, tak więc bez finansowania ze źródeł prywatnych nie mieliśmy szansy na powiększanie festiwalu przy jednoczesnym utrzymaniu niskich cen biletów. Po trzech edycjach imprez mieliśmy o czym opowiadać potencjalnym sponsorom. Trzeba było tylko ustalić, jak przedstawić swoje racje oraz jak uzasadnić potrzebę zaangażowania zewnętrznych funduszy.

Prosiliśmy o radę bliższych i dalszych znajomych, którzy mieli różne doświadczenia zawodowe. Zespół nazwaliśmy Radą Rozwojową. Organ nie posiadał żadnej odpowiedzialności prawnej, ale w momencie ukonstytuowania jego członkowie formalnie związali się z festiwalem. Wnieśli doświadczenia m.in. z dziedzin marketingu, bankowości, reklamy, międzynarodowego biznesu i współpracy z rządem. Mieliśmy zbyt małe biuro, więc spotkania odbywały się w siedzibach członków Rady lub w klubie w centrum Londynu, który zgodził się wesprzeć naszą inicjatywę.

Po pewnym czasie regularne spotkania okazały się zbyt czasochłonne i trudne w organizacji, zaczęliśmy więc widywać się osobno z poszczególnymi ekspertami, a kontakt z całym zespołem utrzymywaliśmy poprzez wydarzenia w ramach festiwalu. Regularne przyjęcia służyły podtrzymywaniu kontaktów i sprzyjały rodzeniu się pomysłów.

Zrozumieliśmy, że imprezy i zabawa są bardzo ważne w tworzeniu pozytywnych więzi rozciągających się między różnymi grupami społecznymi. Ważne były też warunki, w jakich przyjmowaliśmy gości. Staraliśmy się traktować ich tak samo, niezależnie od pochodzenia, zaplecza kulturowego czy stażu przy organizacji festiwalu.

Konsultacje, spotkania i imprezy (często sponsorowane) sprawiły, że zespół się rozrastał. Dzięki temu atmosfera wsparcia, solidarności i entuzjazmu, otaczająca festiwal LIFT, zaczęła przenikać do sfer leżących poza światem sztuki. Wiedzieliśmy już, że firmy prywatne mogą mieć interes w przyłączaniu się do naszego programu i nawiązywaniu kontaktu z publicznością za pośrednictwem naszych materiałów promocyjnych. Musieliśmy znowu odpowiedzieć sobie na kilka pytań. Kim są nasi widzowie? Co o nich wiemy? Jak opisać ich w kategoriach marketingowych? Ile ulotek drukujemy? Gdzie się je rozdaje? Z jakich jeszcze kanałów promocyjnych korzystamy? Nasza propozycja biznesowa musiała zawierać jasne odpowiedzi na postawione wyżej pytania.

Należało ustalić także podstawowe fakty na temat naszego programu i poszczególnych przedstawień. Jak opiszemy te spektakle? Kiedy się odbywają? Czy wszystkie warto objąć patronatem? Ostatnie pytanie zmusiło nas do realistycznego postawienia sprawy. Organizowaliśmy międzynarodowy festiwal teatralny i siłą rzeczy niektóre ze spektakli przyciągały większe zainteresowanie sponsorów niż inne. Do tych popularniejszych należały produkcje rozrywkowe, cieszące się powodzeniem u dyplomatów, oraz, w odróżnieniu od innych przedstawień, niebudzące politycznych kontrowersji. Postanowiliśmy nie tracić czasu na przekonywanie prywatnych sponsorów do finansowania produkcji, których szanse na wsparcie były i tak znikome. Dotowaliśmy je za to z funduszy publicznych. Nazwy sponsorów przyporządkowane były do konkretnych spektakli, ale środki, które od nich otrzymywaliśmy, zasilały cały budżet.

W pewnych sytuacjach, chcąc uniknąć zbyt wysokiego ryzyka finansowego, zastrzegaliśmy sobie prawo do wystawienia spektaklu dopiero po znalezieniu dla niego sponsora.

Szybko zrozumieliśmy, że aby dojść do fazy rozmowy, musimy nauczyć się, jak mówią Amerykanie, „sprzedawać” swój pomysł. I robić to z przekonaniem, w formie zwięzłej i interesującej. Czasami musiała wystarczyć nam trwająca zaledwie dwadzieścia sekund rozmowa telefoniczna albo przypadkowe spotkanie w windzie.

Przedstawiciel firmy decyduje się na wsparcie organizacji lub projektu wyłącznie z dwóch powodów: a) pomysł ma swoją logikę handlową; b) pomysł osobiście go zainteresował.

Człowiek ten będzie musiał uzasadnić wniosek o wsparcie finansowe waszej inicjatywy przed swoimi kolegami, a więc także im należy odpowiednio „sprzedać” pomysł. Traktujcie jego lub ją jako sojusznika, nie zaś tylko źródło finansowania. Rola sojusznika wewnątrz firmy jest skomplikowana, kontakt ten będzie wymagał od was wsparcia i cierpliwości.

Musieliśmy także zawczasu zdecydować się, jak odwdzięczyć się sponsorom, innymi słowy: co im sprzedać. Musieliśmy pozostać wierni wyznawanym wartościom kulturalnym i obywatelskim, zapewniając jednocześnie naszym partnerom namacalne korzyści.

W zamian otrzymywaliśmy sumy różnej wysokości, jednorazowo od tysiąca do pięćdziesięciu tysięcy funtów. Każda z umów sponsorskich zawierała też elementy, które trudno wycenić: darmową reklamę, bilety na spektakle, zaproszenia na przyjęcia, czy obecność w mediach. Wartość sponsoringu mieściła się między dostępnym budżetem a minimalną sumą dofinansowania, poniżej której nie byliśmy skłonni do współpracy.

Porozumienie organizacji pozarządowych i biznesu opiera się przede wszystkim na bezpośrednich kontaktach, a w dalszej kolejności na wzajemnej ocenie priorytetów, możliwości i zgrania w czasie. Co ważne, każda współpraca odbywa się w konkretnym kontekście społecznym, gospodarczym i politycznym. Podstawą porozumienia pozostają jednak wspólne wartości kulturowe i motywacje na poziomie indywidualnym.

Wiadomo, że Brytyjczycy uwielbiają herbatę. Przyrządzenie dobrej esencji wymaga właściwych proporcji namysłu, rozmowy i konsultacji. Proces nawiązywania współpracy między organizacjami pozarządowymi i biznesem należy podzielić na fazy:

  1. Namysł nad własną organizacją i rozmowa.
  2. Badania zewnętrzne, konsultacje i rozmowa.
  3. Sformułowanie zaproszenia i impreza.

Innymi słowy: dwie filiżanki herbaty i kieliszek wina. Do dzieła!

 

Raporty i dokumenty z archiwum LIFT: http://www.liftlivingarchive.com/lla/search/keyword/business_arts_forum/0

Tłumaczył Krzysztof Heymer

  1. 1. www.liftfest.org.uk
  2. 2. „Changing the Performance: A Companion Guide to Arts, Business and Civic Engagement”, Routledge, 2006.
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