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Matt Lehrman on Customer Engagement & Audience Development

Prediction for 2013: “Value Proposition”

December 18, 2012 by Matt Lehrman

In today’s edition of You’ve Cott Mail, Thomas Cott invites predictions for the arts for 2013.

I am very grateful for his question because it compelled me to sit down and articulate a concern that’s been gnawing at me for quite some time.

Here is my prediction for 2013:

Robert Fludd’s 1618 “water screw” perpetual motion machine from a 1660 wood engraving.; the first recorded attempt to describe such a device.

This year, the term “Value Proposition” will replace “Sustainability” as the focus of public policy, philanthropic and audience development efforts for the arts & cultural sector.

In the face of strained economics, shrunken budgets and on-going advancements in communication technologies, the ambition of “sustainability” has been revealed to be a mirage.  Engineers and physicists long ago concluded that the laws of thermodynamics make it impossible to create a perpetual motion machine (i.e. one that continues indefinitely without any external source of energy).  Yet, the notion of “sustainability” has been advanced with expectations that the non-profit arts & cultural sector can survive (and thrive!) exclusively from the operation of its own programs and services.

The focus on “Value Proposition” drives the arts & cultural conversation back to something concrete & immediate: to direct accountability to audiences, members, donors, sponsors, and communities.

This is not a minor semantic change.  Neither is this a theoretical question for the ages .  The focus on “Value Proposition” drives right to the heart of a mighty and potentially insidious question:  “Who should be paying for arts & culture in America?”

Filed Under: value

About Matt Lehrman

From a 20+ year career in nonprofit management, Matt Lehrman founded Social Prosperity Partners, a practice devoted to uniting leaders in endeavors of great imagination and initiative. He has consulted and presented workshops on donor & stakeholder engagement, audience development, civic engagement, and loyalty & customer engagement throughout the US and UK.

Matt Lehrman

A passion for loyalty and customer engagement runs through Matt Lehrman’s 30-year career in corporate sales and marketing, non-profit management, and as a champion for audience development in the arts and cultural sector. [Read More …]

About Audience Wanted

Audiences, they're not just for arts & cultural organizations anymore. My favorite part of any show or concert takes place precisely when the houselights dim and the curtain rises.  It's at that remarkable moment that an assembly of individuals … [Read More...]

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