Why didn't they ask Evans?

With apologies to Agatha Christie.

Agatha Christie’s novel, Why Didn’t They Ask Evans?, is a classic whodunit. Published in 1934 by the Collins Crime Club the novel has spawned numerous reprints, translations, film and stage recreations and adaptations through its 90-year publication history.

The premise of the story is simple.?Despite the dying man uttering the question, most everyone disregards the obvious and pursues convoluted complex leads that lead, well, nowhere.?It isn’t until a couple of amateur detectives adopt an unconventional approach and cut through the morass, that the murder is solved.

This could be said of so much of how fundraisers go about solving a problem.?To be fair, it’s not all their fault.

A bit na?ve and eager to get a result, fundraisers are, time and time again, lured by the seductive marketing of companies hawking technology “solutions” for fundraising.?The time worn formula of over promise and under deliver.?

Eschew a straightforward approach which requires personal intervention in favor of the passive—but glitzy—technology.

Case in point.?An email recently landed in my mailbox from a tech firm promoting their particular solution with the hook of how to navigate “uncertain” economic times.

The value proposition was simple:?Since the economy is entering a period of uncertain growth and a possible recession, there’s a concern that current loyal donors may reduce their giving or stop altogether.?The product/service promises to circumvent this possibility by providing data solutions and passive techniques of intervention.

Which begs the simple:?Why not just ask you donors??

Ask them what’s on their mind.?How important your particular mission is to them, personally.?As them how you can meet their needs.?Remember philanthropy is personal.?It’s not financial.?And it’s sure as hell not about the stock market, per se.

I shake my head as I see well-meaning organization after organization, adopt the passive “tech” solution, which really solves nothing while they avoid the obvious.

Why do they do this?

Because, by and large, nonprofits are uncomfortable with personal interaction with their investors.?You know, the messy kind where the donors might say something that you weren’t expecting.

So, the preference is to use “data” solutions and hope for the best.?The tech companies, bless their souls, are just trying to make a buck.?It isn’t their fault that their clients use their products as an avoidance tool.

Bottom line??Get serious and work to create a Culture of Generosity?.

Those who are philanthropically inclined—read “someone who will freely make an investment in the well-being of others”—want to do so on their terms, for their interests, at a level they choose.

The next time you reach out to a prospective investor, put yourself in the service mindset.?In service to them.

Remember that EVERYONE in your organization has donor contact of one kind or another.?If it’s only directing a phone call or fielding a question at a business meeting.?

“But our folks aren’t comfortable with ‘fundraising’”, you say?

This is why organizational culture is primary to long-term fundraising success.?Not methods.?Not technology.?Not metrics.?Not the credentials of fundraising staff.?Not the size of your budget.

Creating and keeping a culture of service to your investors doesn’t happen by happenstance.?It requires conscious, dedicated effort.?Continually.

That’s why The Eight Principles? decided to make it easy to achieve—and maintain—with our Continuous Learning program.

With the most innovative pedagogy on the market (read “not sitting classroom style to someone talking to 12-point slides”), using Eight Principles Continuous Learning? creates the donor service culture throughout your organization.?

Once you’ve got it—the culture—a lot of good things happen.?Raise (much) more money (continuously).?Dramatically lower staff turnover.?Significantly improve the involvement and engagement of your board.

Never heard of “continuous learning”??It’s standard in the business community for culture building.?Check out the brief explanatory video:

I’ll be delighted to explore whether it’s a fit for you.?(It’s not for everyone.)

Grab a time for a totally complimentary strategy session.?Whether or not continuous learning is for you, you’ll have a much clearer idea of where you need to go and how to achieve your goals.

To Your Fundraising Success,

Larry C Johnson, Founder, The Eight Principles?