TED2013
Dan Pallotta: The way we think about charity is dead wrong
Dan Pallotta: 重新思考慈善事业
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Dan Pallotta 是一名为慈善事业筹款的活动家，大声的质疑针对慈善事业和营利性公司的双重标准。他说很多非营利组织都关注如何减少开支而不是扩大救助范围，因为只有管理费比例低才会被认可。他呼吁我们区分开“道德”和“节俭”这两个概念，呼吁大家支持和赞扬那些目标远大并做出大的成果的非营利组织，即便他们的额外开销很大。在这次富有勇气的演讲中，他倡议：让我们改变我们改变世界的思考方式。
Dan Pallotta - Author, speaker, reformer
We dream boldly in the dimension of our doing, but set the bar no higher than stability in our emotional lives. It’s time to dream in multiple dimensions at the same time, says AIDSRide Founder Dan Pallotta. He aims to transform the way society thinks about giving, and being. Full bio
We dream boldly in the dimension of our doing, but set the bar no higher than stability in our emotional lives. It’s time to dream in multiple dimensions at the same time, says AIDSRide Founder Dan Pallotta. He aims to transform the way society thinks about giving, and being. Full bio
Double-click the English transcript below to play the video.
00:16
I want to talk about social innovation
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我想跟大家聊聊“社会公益创新”（social innovation）
00:20
and social entrepreneurship.
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和“社会公益事业”（social entrepreneurship）。
00:23
I happen to have triplets.
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我有三个孩子，他们是三胞胎。
00:26
They're little. They're five years old.
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他们现在5岁，还很小。
00:29
Sometimes I tell people I have triplets.
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当我告诉人们我有三胞胎的时候
00:30
They say, "Really? How many?"
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他们说，“真的，多少个？”
00:33
Here's a picture of the kids.
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这是这些小家伙的照片
00:34
That's Sage and Annalisa and Rider.
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分别叫Sage、Annalisa和Rider
00:38
Now, I also happen to be gay.
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现在，我也是一个同性恋。
00:43
Being gay and fathering triplets is by far
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身为一个同性恋父亲养育三胞胎孩子
00:46
the most socially innovative, socially entrepreneurial thing
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是我目前做过的最具有社会创新、最具有
00:48
I have ever done.
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社会事业精神的事情。
00:51
(Laughter) (Applause)
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（笑声）（掌声）
00:55
The real social innovation I want to talk about
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我真正想要说的社会创新
00:58
involves charity.
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是关于慈善事业的。
01:00
I want to talk about how the things we've been taught to think
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我要说的是我们一直以来被灌输的有关慈善、
01:03
about giving and about charity
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奉献和非营利部门的概念
01:05
and about the nonprofit sector
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正在破坏我们热爱的
01:07
are actually undermining the causes we love
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慈善事业的根基，而我们强烈的
01:11
and our profound yearning to change the world.
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呼吁各位改变这样的现状。
01:15
But before I do that, I want to ask if we even believe
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但是在我开始之前，我想要问问大家，
01:17
that the nonprofit sector has any serious role to play
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是否真的相信非营利组织是改变世界的
01:20
in changing the world.
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重要力量。
01:23
A lot of people say now that business will lift up the developing economies,
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很多人都说营利性部门负责促进经济发展，
01:26
and social business will take care of the rest.
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而社会公益将会搞定剩下的事情。
01:29
And I do believe that business will move
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我相信商业活动能够极大的
01:32
the great mass of humanity forward.
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促进人类的进步。
01:35
But it always leaves behind that 10 percent or more
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但是总是会有百分之十或更多的人
01:39
that is most disadvantaged or unlucky.
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无法从中获益。
01:43
And social business needs markets,
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社会事业也需要一个市场，
01:45
and there are some issues for which you just can't develop
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当你需要的东西无法用金钱来衡量的时候，
01:47
the kind of money measures that you need for a market.
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创建这样的市场有一些问题需要处理。
01:51
I sit on the board of a center for the developmentally disabled,
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我曾经在一个发展障碍关怀中心呆过
01:54
and these people want laughter
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那里的人想要获得的是
01:56
and compassion and they want love.
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快乐、热情和爱。
02:00
How do you monetize that?
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这些如何货币化？
02:04
And that's where the nonprofit sector
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这就是非营利组织和慈善机构的
02:06
and philanthropy come in.
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作用所在。
02:08
Philanthropy is the market for love.
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慈善为关爱提供了市场。
02:12
It is the market for all those people
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这个市场是为那些不被其它任何市场
02:14
for whom there is no other market coming.
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接受的人准备的。
02:17
And so if we really want, like Buckminster Fuller said,
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如果我们真的想要做到巴克明斯特·富勒说的那样，
02:20
a world that works for everyone,
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不抛弃不放弃任何一个人，
02:22
with no one and nothing left out,
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那么非营利组织
02:25
then the nonprofit sector has to be
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就必须在社会中承担起
02:27
a serious part of the conversation.
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一个举足轻重的角色。
02:30
But it doesn't seem to be working.
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但是好像不是这样子的。
02:32
Why have our breast cancer charities
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为什么我们的乳腺癌慈善组织
02:34
not come close to finding a cure for breast cancer,
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无法找到治疗乳腺癌的医疗方法？
02:37
or our homeless charities not come close
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为什么关心无家可归者的慈善机构
02:39
to ending homelessness in any major city?
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至今没有在任何一个大城市做到居者有其屋？
02:42
Why has poverty remained stuck at 12 percent
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为什么在过去四十年中美国贫困率
02:45
of the U.S. population for 40 years?
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始终不低于总人口的12%？
02:49
And the answer is, these social problems
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答案是，这些社会问题
02:52
are massive in scale,
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都太大了，
02:54
our organizations are tiny up against them,
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公益组织相比起来太渺小了，
02:57
and we have a belief system that keeps them tiny.
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而我们的某些信念压制了这些组织的壮大。
03:01
We have two rulebooks.
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我们有两套不同的游戏规则，
03:02
We have one for the nonprofit sector
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一套是限定非营利组织的，
03:04
and one for the rest of the economic world.
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另一套是限定营利性组织的。
03:07
It's an apartheid, and it discriminates
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这是“种族隔离”，
03:09
against the [nonprofit] sector in five different areas,
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在五个方面歧视非营利组织，
03:12
the first being compensation.
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首当其冲的就是人员薪酬。
03:15
So in the for-profit sector, the more value you produce,
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在营利性部门，你的产出越多，
03:18
the more money you can make.
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你的收入就越多。
03:20
But we don't like nonprofits to use money
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但是在非营利部门，我们不喜欢
03:22
to incentivize people to produce more in social service.
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用高报酬来激励社会服务人员提高产出。
03:25
We have a visceral reaction to the idea that anyone
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我们对于那些在帮助他人的过程中
03:28
would make very much money helping other people.
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为自己赚钱的行为有种本能的厌恶。
03:32
Interesting that we don't have a visceral reaction
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有意思的是我们对那些在赚钱的过程中
03:34
to the notion that people would make a lot of money not helping other people.
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没有帮助他人的人却没有这样的厌恶。
03:37
You know, you want to make 50 million dollars
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比如，你想通过向孩子们兜售暴力游戏
03:40
selling violent video games to kids, go for it.
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来赚5千万美元，没问题，
03:42
We'll put you on the cover of Wired magazine.
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我们会让你上《连线》杂志封面。
03:44
But you want to make half a million dollars
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但是如果你想通过为得了疟疾的孩子们
03:46
trying to cure kids of malaria,
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提供医疗服务，并只想赚50万美元时，
03:47
and you're considered a parasite yourself. (Applause)
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你会被人看成是贪婪的吸血鬼。（掌声）
03:55
And we think of this as our system of ethics,
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我们认为这符合我们的伦理观念，
03:58
but what we don't realize is that this system
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但是我们没有意识到这个伦理体系
04:00
has a powerful side effect, which is,
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有一个巨大的副作用，
04:03
it gives a really stark, mutually exclusive choice
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就是它完全的将两种利益分隔开，
04:07
between doing very well for yourself and your family
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迫使我们最好的大学里面出来的最有才华的头脑进行选择，
04:10
or doing good for the world
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要么只能为自己和自己的家庭赚钱
04:13
to the brightest minds coming out of our best universities,
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要么只能为整个世界谋利。
04:16
and sends tens of thousands of people
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结果是数以万计的毕业生
04:18
who could make a huge difference in the nonprofit sector
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放弃了去非营利部门工作，
04:21
marching every year directly into the for-profit sector
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直接去了营利性部门，因为他们不希望
04:23
because they're not willing to make that kind of lifelong economic sacrifice.
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自己一生都在经济拮据中度过。
04:28
Businessweek did a survey, looked at the compensation packages
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《商业周刊》做过一个调查，他们调查了
04:32
for MBAs 10 years of business school,
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商学院MBA毕业生十年来的收入水平。
04:35
and the median compensation for a Stanford MBA,
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其中斯坦福大学MBA的毕业生，在38岁时，
04:38
with bonus, at the age of 38, was 400,000 dollars.
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各种福利薪资加起来，平均能拿到40万美元。
04:42
Meanwhile, for the same year, the average salary
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与此同时，美国规模在5百万美元以上的
04:44
for the CEO of a $5 million-plus medical charity in the U.S.
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医疗慈善团体的CEO平均薪酬只有23.2万美元，
04:48
was 232,000 dollars, and for a hunger charity, 84,000 dollars.
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食品援助团体的CEO更少，只有8.4万美元。
04:53
Now, there's no way you're going to get a lot of people
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你看，你根本没有办法让那些能够拿到
04:55
with $400,000 talent to make a $316,000 sacrifice
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40万美金的人才，放弃31.6万美金的收入，
04:59
every year to become the CEO of a hunger charity.
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去一个食品援助团体做CEO。
05:03
Some people say, "Well, that's just because those MBA types are greedy."
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有人会说，“那是因为MBA毕业生都很贪婪。”
05:07
Not necessarily. They might be smart.
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这不一定，可能是因为他们更聪明
05:09
It's cheaper for that person to donate
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对他们来说每年捐出去10万美元
05:11
100,000 dollars every year to the hunger charity,
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给食品援助团体，
05:15
save 50,000 dollars on their taxes,
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能省下来5万美元的个人税，
05:17
so still be roughly 270,000 dollars a year ahead of the game,
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他们的收入还多出来将近27万美元，
05:22
now be called a philanthropist because they donated
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而且由于他们向慈善团体捐赠了10万美元的善款，
05:24
100,000 dollars to charity,
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他们成了慈善家，
05:26
probably sit on the board of the hunger charity,
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而且有可能坐进食品援助团体的董事会，
05:28
indeed, probably supervise the poor SOB
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有可能监管着当初决定成为
05:30
who decided to become the CEO of the hunger charity,
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食品援助团体CEO的可怜的倒霉蛋，
05:34
and have a lifetime of this kind of power and influence
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并且在余生中他们的权力、影响力和社会赞许程度
05:37
and popular praise still ahead of them.
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都始终高于慈善团体的CEO。
05:41
The second area of discrimination is advertising and marketing.
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第二个歧视的地方是广告和营销手段。
05:45
So we tell the for-profit sector, "Spend, spend, spend on advertising
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我们认为营利性部门砸钱营销是必然的，“砸钱，砸钱，
05:48
until the last dollar no longer produces a penny of value."
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直到广告投入无法让你转到更多的钱为止。”
05:52
But we don't like to see our donations spent on advertising in charity.
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但是我们不希望看到我们捐赠给慈善团体的钱被用在广告上。
05:55
Our attitude is, "Well, look, if you can get the advertising donated,
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我们的态度是，“如果你们能够拿到电视台捐赠的广告时间，
05:59
you know, at four o'clock in the morning, I'm okay with that.
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比如，凌晨四点没人看的时间段，我没意见。
06:02
But I don't want my donations spent on advertising.
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但是我不希望我的钱拿去买广告时间。
06:04
I want it go to the needy."
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我希望我的钱用在需要的人身上。”
06:07
As if the money invested in advertising
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他们觉得投入在广告中的钱
06:08
could not bring in dramatically greater sums of money
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不能够带来更多的善款去帮助
06:11
to serve the needy.
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需要它们的人。
06:13
In the 1990s, my company created
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在1990年代，我的企业发起了
06:15
the long distance AIDSRide bicycle journeys
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长距离“AIDS骑行”自行车骑行活动
06:18
and the 60-mile-long breast cancer three-day walks,
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和为乳腺癌筹款的60公里三日行走活动，
06:23
and over the course of nine years,
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经过这九年的努力，
06:26
we had 182,000 ordinary heroes participate,
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有18.2万平民英雄参与进来，
06:31
and they raised a total of 581 million dollars.
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共募集到了5.81亿美元善款。
06:36
They raised more money more quickly for these causes
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这是历史上为艾滋病和乳腺癌筹款的
06:41
than any events in history,
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最快记录。
06:43
all based on the idea that people are weary
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这一切基于的观点就是
06:45
of being asked to do the least they can possibly do.
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人们已经厌倦被动的去做力所能及的慈善。
06:48
People are yearning to measure
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在自己深深关心的问题上，
06:51
the full distance of their potential
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人们总是会投入
06:53
on behalf of the causes that they care about deeply.
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自己所有力所能及的所有资源。
06:56
But they have to be asked.
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但是你要提出要求。
06:59
We got that many people to participate
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我们通过在《纽约时报》、《波士顿全球》上打广告，
07:01
by buying full-page ads in The New York Times,
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通过在电台和电视台的黄金时段打广告
07:03
in The Boston Globe, in primetime radio and TV advertising.
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吸引到了如此多的朋友。
07:07
Do you know how many people we would have gotten
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如果我们只是在洗衣店附近发发传单，
07:08
if we put up flyers in the laundromat?
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你觉得还会有这么多人参与么？
07:12
Charitable giving has remained stuck, in the U.S.,
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美国的慈善捐赠数额一直固定在GDP的2%附近，
07:15
at two percent of GDP ever since we started measuring it in the 1970s.
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从我们开始统计的1970年代开始便是如此。
07:19
That's an important fact, because it tells us
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这是一个很重要的事实，
07:22
that in 40 years, the nonprofit sector
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这告诉我们在过去40年中，
07:24
has not been able to wrestle any market share
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非营利部门没能从营利性部门那里
07:28
away from the for-profit sector.
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抢到任何市场份额。
07:30
And if you think about it, how could one sector
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但是你反过来想想
07:32
possibly take market share away from another sector
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一个不允许进行市场营销的非营利部门怎么可能
07:36
if it isn't really allowed to market?
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从营利性部门抢夺到市场？
07:39
And if we tell the consumer brands,
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如果我们对消费品牌的态度是，
07:40
"You may advertise all the benefits of your product,"
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“你可以把产品的所有优点都广告出来”，
07:43
but we tell charities, "You cannot advertise all the good that you do,"
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但是我们告诉慈善组织，“你不能为你所做的任何好事打广告，”
07:46
where do we think the consumer dollars are going to flow?
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你觉得消费者的钱会流向哪里？
07:50
The third area of discrimination is the taking of risk
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第三个歧视的地方是通过新方式
07:53
in pursuit of new ideas for generating revenue.
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募集资金的风险问题。
07:58
So Disney can make a new $200 million movie that flops,
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迪斯尼能够砸2亿美元拍电影，打了水漂的话
08:01
and nobody calls the attorney general.
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也不会有人打电话给司法部长。
08:04
But you do a little $1 million community fundraiser
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但是如果你是一个救济组织的筹款人，
08:07
for the poor, and it doesn't produce a 75 percent profit
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筹集了不到一百万美元，而你在头12个月中
08:10
to the cause in the first 12 months,
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没有将善款的75%发到救济人手中，
08:12
and your character is called into question.
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你的人品就会受到质疑。
08:15
So nonprofits are really reluctant to attempt any brave,
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所以非营利组织非常不情愿尝试任何冒险的、
08:18
daring, giant-scale new fundraising endeavors
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大规模的筹款行动，
08:21
for fear that if the thing fails, their reputations
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他们担心一旦失败了，
08:23
will be dragged through the mud.
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他们的声誉也会随之一败涂地。
08:25
Well, you and I know when you prohibit failure,
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我们都知道，不允许失败
08:27
you kill innovation.
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等于扼杀创新。
08:29
If you kill innovation in fundraising, you can't raise more revenue.
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如果你扼杀了筹款创新，你就没有办法获得更多的收入。
08:32
If you can't raise more revenue, you can't grow.
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如果你不能获得更多收入，你的组织就无法壮大。
08:34
And if you can't grow, you can't possibly solve large social problems.
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如果你的组织无法壮大，你就无法解决社会面临的那些大问题。
08:39
The fourth area is time.
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第四个歧视的地方就是时间。
08:41
So Amazon went for six years without returning any profit to investors,
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亚马逊可以在六年时间中不给股东分红，
08:45
and people had patience.
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而股东们都有这个耐心。
08:47
They knew that there was a long-term objective down the line
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他们知道亚马逊目标很大，
08:50
of building market dominance.
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它要花时间占领市场。
08:51
But if a nonprofit organization ever had a dream
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但是如果一个非营利组织
08:54
of building magnificent scale that required that for six years,
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想要筹划一个时间长达六年的筹款活动，
08:58
no money was going to go to the needy,
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在此期间募集的钱没有分给受捐赠人，
09:00
it was all going to be invested in building this scale,
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而是用来扩大筹款规模，
09:02
we would expect a crucifixion.
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他们肯定会被钉死在十字架上。
09:06
And the last area is profit itself.
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最后一个领域就是利润本身。
09:07
So the for-profit sector can pay people profits
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营利性部门可以通过向股东分红来吸引投资者，
09:10
in order to attract their capital for their new ideas,
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支持实现自己的新想法，
09:13
but you can't pay profits in a nonprofit sector,
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但是在非营利部门你不能分红，
09:16
so the for-profit sector has a lock on the multi-trillion-dollar capital markets,
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所以营利性部门独占了规模庞大的资本市场，
09:20
and the nonprofit sector is starved for growth
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而非营利部门就只能艰难中求生存，
09:23
and risk and idea capital.
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渴望资本的投入。
09:26
Well, you put those five things together -- you can't use money
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现在我们把这5件事情结合起来看：
09:29
to lure talent away from the for-profit sector,
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你无法花钱从营利性部门那里引入人才，
09:31
you can't advertise on anywhere near the scale
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你不能像营利性部门那样
09:33
the for-profit sector does for new customers,
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打广告吸引新的消费者，
09:36
you can't take the kinds of risks in pursuit of those customers
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你不能像营利性部门那样
09:39
that the for-profit sector takes,
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承担亏损的风险去吸引客户，
09:41
you don't have the same amount of time to find them
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你不能像营利性部门那样花很长的时间
09:43
as the for-profit sector,
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来吸引捐赠者，
09:44
and you don't have a stock market with which to fund any of this,
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最后你没有办法上市融资——
09:47
even if you could do it in the first place,
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即使你在组织刚建立的时候可以拉投资。
09:49
and you've just put the nonprofit sector
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这些都让非营利性部门相比营利性部门
09:51
at an extreme disadvantage to the for-profit sector
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在任何方面都处在了
09:54
on every level.
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不利的位置。
09:57
If we have any doubts about the effects of this separate rule book,
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如果我们对这两套游戏规则带来的问题持怀疑态度，
10:00
this statistic is sobering:
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下面的统计数字会让你震惊：
10:02
From 1970 to 2009,
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从1970年到2009年，
10:05
the number of nonprofits that really grew,
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规模壮大的非营利组织数量，
10:07
that crossed the $50 million annual revenue barrier,
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超过5千万美元门槛的，
10:11
is 144.
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只有144家。
10:13
In the same time, the number of for-profits that crossed it
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与此同时，营利性机构的数量
10:15
is 46,136.
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是46136家。
10:18
So we're dealing with social problems that are massive in scale,
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现状是我们需要处理的社会问题规模非常庞大，
10:22
and our organizations can't generate any scale.
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而我们的组织却没有办法壮大到那样的规模。
10:24
All of the scale goes to Coca-Cola and Burger King.
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只有像可口可乐公司或汉堡王连锁可以达到那样的规模。
10:28
So why do we think this way?
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那么我们的这些观念是怎么来的？
10:31
Well, like most fanatical dogma in America,
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跟美国的许多狂热信条一样，
10:35
these ideas come from old Puritan beliefs.
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这些观念都来自于以前的清教徒。
10:39
The Puritans came here for religious reasons, or so they said,
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清教徒由于宗教原因来到美洲，他们这么说的，
10:42
but they also came here because they wanted to make a lot of money.
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但是他们来这里也是为了赚钱。
10:45
They were pious people but they were also
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他们是虔诚的人，但是也赚起钱来
10:47
really aggressive capitalists,
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也非常的不择手段，
10:50
and they were accused of extreme forms of profit-making tendencies
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而相比其他的殖民者他们的赚钱方式更加激进，
10:53
compared to the other colonists.
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也因此受到了很多谴责。
10:56
But at the same time, the Puritans were Calvinists,
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但是与此同时，这些清教徒也信奉加尔文教派，
10:59
so they were taught literally to hate themselves.
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这个教派的观念让他们也厌恶自己。
11:01
They were taught that self-interest was a raging sea
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他们被告知自私自利只会让自己
11:04
that was a sure path to eternal damnation.
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堕入地域，永不得救。
11:08
Well, this created a real problem for these people, right?
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这给这些人出了一个大难题，对吧？
11:10
Here they've come all the way across the Atlantic to make all this money.
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他们漂过大西洋来到这里就是为了赚钱，
11:13
Making all this money will get you sent directly to Hell.
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赚钱让你坐上下地狱的直通车。
11:17
What were they to do about this?
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他们该怎么办？
11:18
Well, charity became their answer.
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慈善事业成了答案。
11:20
It became this economic sanctuary
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他们每追逐到1美元的利润，
11:23
where they could do penance for their profit-making tendencies
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就捐出5美分作为救赎的手段，慈善成了一个
11:26
at five cents on the dollar.
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经济实惠的避难所。
11:29
So of course, how could you make money in charity
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理所当然的，用来化解赚钱带来的罪恶的组织，
11:31
if charity was your penance for making money?
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怎么能又自己跑去赚钱呢？
11:34
Financial incentive was exiled from the realm of helping others
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经济刺激被排除在慈善助人事业之外，
11:38
so that it could thrive in the area of making money for yourself,
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这样他们就可以放心大胆的去赚钱了。
11:42
and in 400 years, nothing has intervened
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400年来，没有人质疑这一点，
11:45
to say, "That's counterproductive and that's unfair."
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站出来说，“这不公平，也不科学。”
11:50
Now this ideology gets policed by this one very dangerous question,
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这种观念引出来一个很危险的问题，
11:54
which is, "What percentage of my donation goes to the cause versus overhead?"
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就是：“我的善款有多大比例给了受捐赠人，多大比例成了管理费？”
11:58
There are a lot of problems with this question.
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这带来了很多问题。
12:00
I'm going to just focus on two.
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我就挑其中两个说。
12:02
First, it makes us think that overhead is a negative,
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第一，这让我们觉得管理费是很不好的东西，
12:07
that it is somehow not part of the cause.
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对受捐赠人没有任何好处。
12:10
But it absolutely is, especially if it's being used for growth.
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恰恰相反，尤其是这些费用被用来扩大筹款规模时。
12:15
Now, this idea that overhead is somehow
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而“管理费是慈善事业的敌人”
12:18
an enemy of the cause
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这种观念
12:19
creates this second, much larger problem, which is,
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引发了第二个，也是更大的问题，
12:22
it forces organizations to go without the overhead things
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就是这种观念迫使非营利组织放弃自己
12:25
they really need to grow
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真正应该处理的大问题，
12:27
in the interest of keeping overhead low.
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而把精力放在控制管理费上。
12:30
So we've all been taught that charities should spend
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我们都被灌输了这样的观念，
12:33
as little as possible on overhead things like fundraising
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慈善团体的筹款等管理费用应该尽可能的低，
12:36
under the theory that, well, the less money you spend on fundraising,
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因为管理费比例越少，
12:39
the more money there is available for the cause.
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受捐赠人能够拿到的钱就越多。
12:42
Well, that's true if it's a depressing world
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这种结论的前提是无论你怎么筹款，
12:45
in which this pie cannot be made any bigger.
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这个冷漠的世界也不会给你更多的钱。
12:48
But if it's a logical world in which investment in fundraising
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但是如果在现实世界中筹款活动
12:52
actually raises more funds and makes the pie bigger,
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能够增加善款收入并且将规模扩大，
12:55
then we have it precisely backwards,
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那么控制管理费这个观念就不合时宜，
12:57
and we should be investing more money, not less,
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而我们应该更多，
13:00
in fundraising, because fundraising is the one thing
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而不是更少的投钱到筹款活动中，
13:02
that has the potential to multiply the amount of money
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因为更大规模的筹款活动有可能筹到很多倍的善款，
13:05
available for the cause that we care about so deeply.
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可以帮助更多我们想要帮助的人。
13:10
I'll give you two examples. We launched the AIDSRides
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我讲两个例子。我们从风投那里
13:12
with an initial investment of 50,000 dollars in risk capital.
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拿到了5万美元作为“AIDS骑行”的启动资金。
13:16
Within nine years, we had multiplied that 1,982 times
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4724
9年之后我们将这笔钱翻了1982倍，达到了1.08亿美元，
13:21
into 108 million dollars after all expenses for AIDS services.
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这是扣除了所有AIDS服务之后的盈余。
13:26
We launched the breast cancer three-days
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我们从风投那里拿到了35万美元
13:28
with an initial investment of 350,000 dollars in risk capital.
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作为“关爱乳腺癌三日行走”活动的启动资金。
13:32
Within just five years, we had multiplied that 554 times
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不到5年时间我们就将善款翻了554倍，
13:37
into 194 million dollars after all expenses
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扣除了乳腺癌研究费用之后
13:40
for breast cancer research.
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还剩下1.94亿美元。
13:42
Now, if you were a philanthropist really interested in breast cancer,
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如果你是一个慈善家，想要资助乳腺癌研究，
13:45
what would make more sense:
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你觉得哪个更有意义：
13:47
go out and find the most innovative researcher in the world
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找到一个世界上最有创造力的研究人员，
13:51
and give her 350,000 dollars for research,
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3074
给她35万美元用于研究，
13:54
or give her fundraising department the 350,000 dollars
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还是给筹款部门35万美元
13:58
to multiply it into 194 million dollars for breast cancer research?
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让他们把乳腺癌研究的资金规模扩大到1.94亿？
14:03
2002 was our most successful year ever.
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2002年是我们最成功的一年，
14:06
We netted for breast cancer alone, that year alone,
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仅在乳腺癌项目一项上，扣除所有开支，
14:09
71 million dollars after all expenses.
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我们得到了7100万美元的盈余。
14:13
And then we went out of business,
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然后我们就被解散了，
14:16
suddenly and traumatically.
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以非常突然和不愉快的方式。
14:19
Why? Well, the short story is, our sponsor split on us.
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为什么？简单的说，我们的赞助人背叛了我们。
14:23
They wanted to distance themselves from us
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他们希望和我们保持距离，
14:25
because we were being crucified in the media
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因为我们被媒体报道妖魔化了，
14:28
for investing 40 percent of the gross in recruitment
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3210
因为我们将总收入的40%投入到
14:31
and customer service and the magic of the experience
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3383
人员培训、客户服务、提高用户体验上，
14:35
and there is no accounting terminology to describe
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3265
而这些为了组织自身发展和筹款规模扩大的投资
14:38
that kind of investment in growth and in the future,
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并没有办法在我们的财报中体现，
14:41
other than this demonic label of overhead.
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只能用被妖魔化的词“管理费”笼统概括。
14:46
So on one day, all 350 of our great employees
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5356
于是有一天，所有350名雇员，
14:51
lost their jobs
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都被裁掉了，
14:56
because they were labeled overhead.
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3639
因为他们都被打上了“额外开支”的标签。
14:59
Our sponsor went and tried the events on their own.
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我们的赞助人用自己的方式管理。
15:02
The overhead went up.
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他们的管理费用更高，
15:03
Net income for breast cancer research went down
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乳腺癌研究基金的收入缩减了84%，
15:05
by 84 percent, or 60 million dollars in one year.
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年收入只剩下了600万美元。
15:11
This is what happens when we confuse
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2552
发生这样的事情，是因为我们搞混了
15:14
morality with frugality.
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“道德”和“节俭”这两个概念。
15:19
We've all been taught that the bake sale with five percent overhead
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我们都被灌输了这样的观念，管理费只有5%的爱心面包义卖
15:22
is morally superior to the professional fundraising enterprise with 40 percent overhead,
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要比专业的筹款企业更加高尚，因为后者的管理费高达40%，
15:26
but we're missing the most important piece of information,
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但是我们忽略了最重要的信息，就是，
15:29
which is, what is the actual size of these pies?
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这张大饼（善款的规模）到底有多大？
15:33
Who cares if the bake sale only has five percent overhead if it's tiny?
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如果这张大饼很小，谁会在意它的管理费只有5%？
15:38
What if the bake sale only netted 71 dollars for charity
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如果爱心面包义卖只能够筹集71美元，
15:41
because it made no investment in its scale
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2048
而专业筹款企业筹集了7100万美元，
15:43
and the professional fundraising enterprise netted
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2251
差别就在于前者没有任何投资用于扩大规模
15:45
71 million dollars because it did?
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2827
而后者做到了？
15:48
Now which pie would we prefer, and which pie
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让你选你会选哪张大饼，
15:50
do we think people who are hungry would prefer?
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饥饿的受捐赠人去选他们会选择哪张？
15:54
Here's how all of this impacts the big picture.
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这些加起来对总体的影响就是这样的。
15:57
I said that charitable giving is two percent of GDP in the United States.
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我说过慈善捐赠只占美国GDP的2%。
16:01
That's about 300 billion dollars a year.
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2737
也就是3000亿美元一年。
16:03
But only about 20 percent of that, or 60 billion dollars,
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3529
但是其中只有20%，也就是600亿美元，
16:07
goes to health and human services causes.
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1951
被用于医疗和人道救助服务。
16:09
The rest goes to religion and higher education and hospitals
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别的钱被用在宗教、高等教育、医院等地方。
16:13
and that 60 billion dollars is not nearly enough
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而600亿美元根本不足以
16:16
to tackle these problems.
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处理这些问题。
16:18
But if we could move charitable giving
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但是如果我们能够通过筹款投资，
16:20
from two percent of GDP up just one step
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将我们的慈善捐赠比例从GDP的2%，
16:25
to three percent of GDP, by investing in that growth,
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就提高一点，从2%提高到3%，
16:29
that would be an extra 150 billion dollars a year in contributions,
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那就多出来1500亿美元用于慈善。
16:32
and if that money could go disproportionately
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而如果这些钱更多的流向
16:35
to health and human services charities,
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医疗和人道援助服务项目，
16:37
because those were the ones we encouraged to invest in their growth,
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这些都是我们鼓励进行筹款投资的组织，
16:40
that would represent a tripling of contributions to that sector.
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这将使这些部门的收入翻3倍。
16:45
Now we're talking scale.
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这是我们想要的规模，
16:46
Now we're talking the potential for real change.
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这是我们想要的真正的变革。
16:50
But it's never going to happen by forcing
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但是如果我们继续要求非营利组织
16:52
these organizations to lower their horizons
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控制他们的管理费比例，
16:55
to the demoralizing objective of keeping their overhead low.
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限制他们的视野，这一切都不可能发生。
17:00
Our generation does not want its epitaph to read,
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我们这一代人没有人希望自己的墓碑上刻着
17:04
"We kept charity overhead low."
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“我们把慈善管理费控制的很低。”
17:06
(Laughter) (Applause)
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（笑声）（掌声）
17:14
We want it to read that we changed the world,
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我们希望上面写着我们改变了世界，
17:17
and that part of the way we did that
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而改变世界的途径之一就是
17:18
was by changing the way we think about these things.
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我们改变了我们对这些事情的思考方式。
17:21
So the next time you're looking at a charity,
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所以下一次你遇到一个慈善组织，
17:23
don't ask about the rate of their overhead.
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不要问他们的管理费比例。
17:26
Ask about the scale of their dreams,
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问他们有多大的梦想，
17:28
their Apple-, Google-, Amazon-scale dreams,
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像苹果、谷歌、亚马逊那么大的梦想，
17:32
how they measure their progress toward those dreams,
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他们如何衡量他们与梦想的接近程度，
17:34
and what resources they need to make them come true
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为了这个梦想他们需要什么帮助，
17:37
regardless of what the overhead is.
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不要问管理费比例。
17:38
Who cares what the overhead is if these problems are actually getting solved?
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如果真能够解决问题，谁还会去关心管理费比例？
17:43
If we can have that kind of generosity,
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如果我们能够有这样的一种宽容，
17:47
a generosity of thought, then the non-profit sector can play
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一种思想上的慷慨，那么我们的非营利部门就有可能
17:50
a massive role in changing the world for all those citizens
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在扮演很重要的角色来改变世界，
17:55
most desperately in need of it to change.
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帮助所有那些最需要帮助的人去改变。
18:01
And if that can be our generation's enduring legacy,
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而这种改变可能是我们这一代最宝贵的遗产之一，
18:06
that we took responsibility
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我们有义务
18:08
for the thinking that had been handed down to us,
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去思考已经传递给我们的这一切，
18:11
that we revisited it, we revised it,
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我们重新审视它，修订完善它，
18:14
and we reinvented the whole way humanity thinks about changing things,
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最终重新定义人类思考慈善事业的方式，
18:18
forever, for everyone,
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永远的，并且不漏掉任何人。
18:22
well, I thought I would let the kids sum up what that would be.
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最后我想让我的孩子们做个总结。
18:27
Annalisa Smith-Pallotta: That would be --
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Annalisa Smith-Pallotta: 那将是——
18:28
Sage Smith-Pallotta: -- a real social --
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Sage Smith-Pallotta: 真正的
18:30
Rider Smith-Pallotta: -- innovation.
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Rider Smith-Pallotta: 社会创新。
18:32
Dan Pallotta: Thank you very much. Thank you.
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Dan Pallotta: 非常感谢，谢谢大家。
18:36
(Applause)
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（掌声）
18:45
Thank you. (Applause)
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谢谢。（掌声）
ABOUT THE SPEAKER
Dan Pallotta - Author, speaker, reformerWe dream boldly in the dimension of our doing, but set the bar no higher than stability in our emotional lives. It’s time to dream in multiple dimensions at the same time, says AIDSRide Founder Dan Pallotta. He aims to transform the way society thinks about giving, and being.
Why you should listen
"The nonprofit sector is critical to our dream of changing the world. Yet there is no greater injustice than the double standard that exists between the for-profit and nonprofit sectors. One gets to feast on marketing, risk-taking, capital and financial incentive, the other is sentenced to begging,” Dan Pallotta says in discussing his book Charity Case. This economic starvation of our nonprofits is why he believes we are not moving the needle on great social problems. “My goal … is to fundamentally transform the way the public thinks about charity within 10 years.”
Pallotta is best known for creating the multi-day charitable event industry, and a new generation of philanthropists with the AIDS Rides and Breast Cancer 3-Day events, which raised $582 million in nine years. He is president of Advertising for Humanity, which helps foundations and philanthropists transform the growth potential of their favorite grantees. He is also the founder and President of the Charity Defense Council .
Dan Pallotta | Speaker | TED.com