No More Mr Nice Guy!
Tom and I have worked together for 41 years. This is our 1,249th post on The Agitator. As you know, we frequently disagree.
But, last week as we put our editorial ‘wish list’ for The Agitator together for 2011 there was a rare burst of unanimity.
Frankly, we’re both terribly worried about the nonprofit sector. At a time when this independent sector is needed more than ever (poor economy, government cutbacks, rising needs, greater expectations) it seems to us that it’s far less capable of performing, given its business-as-usual mindset.
So, we’ve decided to shake things up a bit more. After all, we do have to live up to our name and agitate.
Agitate Step #1: Target the Top Brass. For the past four years we’ve aimed The Agitator mainly at fundraisers. In the coming year we’ll also aim it at Executive Directors, CEOs, Development Committees of Boards, and Board members in general. Why? Because we believe they’re woefully ignorant of today’s fundraising realities.
These folks need to understand the issues you have to deal with … whether you tell them or someone else does. They have to understand what’s going on in the nonprofit world beyond their own organization. They have to understand the importance of risk taking, of investment, of survival.
Agitate Step #2: Call Out Incompetence, Ineptitude and Sloth. Increasingly the world is counting on NGOs to do their thing in a timely and competent fashion. And increasingly this simply isn’t happening. Too many nonprofits have grown bureaucratic, defensive, risk adverse and lazy. We plan to get specific and put the spotlight on the idiocy of incompetence, timidity, and sloth.
Agitate Step #3: Praise The Praiseworthy. Each day we see too many examples of the ho-hum and worse. Fortunately, we also see the spectacular. And we pledge to share more of that with you. There are some remarkable examples and we all should recognize and celebrate them. The bar must be lifted for us all. Same old, same old is no formula for success.
So, what does this all mean for our editorial calendar? It means that we’ll use the principles above to focus on issues we think are particularly meaningful to you and other Agitator readers. Among the problems we believe warrant special attention are:
- Bad Practices in Need of Improvement. When you realize that this craft of ours produces $300 Billion a year, you also have to wonder how much more is possible … if only we did things right. As in using a scalpel instead of an axe.
Take for example the standard practice of using RFM (recency, frequency, monetary value) as the way to target audience. Crude at best. Stupid at worst.
And what about the primitive nature of the database and CRM options available and their inability to integrate multi-channel data with ease—at a time when everyone is talking about integration and almost no one can do it.
Or, the issues of acquisition, retention and average gifts when the industry standard is that consultants and vendors get paid on quantity not quality and most of the incentives run the wrong way.
- The Abuse, Neglect and Maltreatment of Donors. It makes me sick to even need to list this, but it’s the main reason why the trend lines are down, down, down. Almost everyone in this business talks a good game; few practice it. And as a consequence of inept communications with donors, these good folks are abandoning the sinking ship. Not surprising.
- The Shortsightedness of Management and Leadership. Hey, I’m willing to put two-thirds of the blame on the fundraisers, but in reality far more should go to management and boards. This is a real problem and one that Tom and I intend to focus on. These folks are either uninformed or just plain incompetent. I’ll opt for “uninformed.”
So one of our tasks in the coming year is to not only bring them in as Agitator readers, but to give them the proper orientation on what this business of fundraising is all about, and what questions they should be asking.
And while we’re doing all this we will, of course, continue to keep you posted on issues and trends we feel are worth your time reading and worrying about. Issues like the coming tsunami on mobile engagement … the need to incorporate social media … the real ROI you should be watching … and much, much more.
BUT…. these are only Tom and my thoughts. What do you want us to cover? Now’s the time to speak up and let us know. We’ll do our best to incorporate your thoughts, recommendations and concerns as we argue with each other for the 42nd year in a row.
Here’s to an agitating 2011.
Roger
P.S. And, by all means, send us any examples you observe of the spectacular … and the mediocre!
15 responses to “No More Mr Nice Guy!”
Behavioral Science Q & A
Integrating an individual giving appeal with other communications from a charity can have both positive and negative effects, and the outcome largely depends on how it’s executed. Advantages of Integration Brand Consistency: Maintaining a consistent appearance and messaging across all communications can reinforce the org’s brand identity and strengthen brand recognition and trust among your […]
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I’m not aware of any in-market tests specifically comparing recurring vs. gift frequency language. I suspect the answer might not be the same with all gift frequencies, nor with all people. It sounds like a great opportunity for you to test and find out what works for your audience. Based on the literature, here’s a couple […]
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Based on what we know from existing data, those renewal notices can actually be pretty effective in getting people to donate. They tap into our psychology – creating a sense of urgency, reminding us of past support, and using personalization to make the message hit home. They’re playing on our natural tendencies to feel obligated […]
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Interesting question. I had a quick look at the testing done on this topic. On the positive side, in all cases, over half of donors decide to cover the fee. In some cases, it goes as high as 65%. Not a negligible percentage at all. Here’s another test from iRaiser showing consistent results (see point […]
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There’s just one thing to consider when designing a supporter journey: the supporter. More specifically, you need to take into account: Who the supporter is i.e. their identity, which is the reason they support this cause, and their personality, which describes the way they “see” and process the world. These will determine the kind of […]
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I’m not an expert in this but a quick search surfaced this article on the effect of tax reforms on 2019’s charitable giving. The researchers didn’t find a reduction. Actually, they observed an “increase in charitable contributions in 2019, even with the lower tax rates and the dramatically smaller number of taxpayers who itemize their […]
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Thanks for focusing on the pitiful state of so-called CRM s/ware for the sector and its deeply lagging functionality from so-called leaders in the field; likewise the payment for quantity not quality from agencies; keep it up;
Bravo! As a donor relations professional, I am painfully aware of the lack of data management tools available (and mediocre quality of those that are available!) specifically for planning and tracking donor relations. And, as many have come to realize, successful fundraising is ALL ABOUT donor relations!
Keep fighting the good fight.
Good article. Volunteers and corporate HR offices that foster volunteering are great advocates and often overlooked.
Right on guys. Looking forward to it.
Thanks for focusing on the ED and Board. I chose my current employer based on these principals and have to say it was a very wise move. Knowledge of fundraising by the upper management is critical to setting realistic expectations and providing the kinds of resources needed for successful fundraising. By that I mean cultural support, trust in contracting out when needed, the opportunity to experiment, and holding fundraisers accountable to important goals.
I invited my ED and Board Committee chair to subscribe and look forward to what you will be sharing.
I often share The Agitaor with my ED and Board. Thank you for the free “outside expert” advice, as it’s turned around some “uninformed” decisions!!
I think the myths about volunteers would be a good topic. I have volunteer managers who believe that “their” folks shouldn’t be included in fundraising – even in the face of the facts. Our top 10 donors all started as volunteers, BTW!
I also think that the social sector drives too many marketing decisions based on what feels good – rather than proven technique. After 25 years at big agencies in DC, I’m now at a local NP. Too many non-marketers deciding which creative strategy will be employed.
And final suggestion – the myth about events.
Keep agitating! We need you at the local level where everything is more difficult and we are on shoe-string budgets!!
What great ideas as usual, I am always passing your column along to colleagues and board members. Forty two years? wow, think that was the last time I saw you Roger?
Terrific list! I particularly like #1 – Target the top brass. Too many campaigns/ideas are squashed – or worse, diluted – by the powers that be.
Very exciting direction! I will be reading but wondering how many board members really take the job seriously enough to read blobs. Bet lots of staff will be forwarding posts or wishing they could! Thanks for your leadership.
At last! At last! , I have been following a couple of groups on Linkedin and I am so sick of the mundane and sycophantic. The “aren’t we wonderful”, and for god sake do not make waves and heaven forbid someone might not agree with what we say club.
You go and agitate away Roger. I left my last position because CEO and board had no idea about Fundraising and every time the raising of funds was mention the cry went up “Let’s have an event”
Thanks for your blog and for this post in particular. Several points come to mind.
Kivi raises a good point. One solution would be a “best of” or “year end” to compilation of blog posts so that board members, directors, and others have a collection to read. Perhaps, they could be handed out at meetings or retreats for discussion.
Perhaps engaging staff that do PR, publications, web communications, and related fields, From talking with colleagues and reading examples, I get the sense that these folks don’t write and plan with much of a clue as to what the fundamental goals and purposes of these publications or articles are. Or in fact what their jobs are all about.
I also get the sense that the allocation of another precious commodity needs to be understood by the ED and other top managers: their time and focus. They need reminding that the success of the organization depends on their devoting sufficient time to fund raising.
Thanks,and keep up the agitation.
Thank you for renewing my interest in your blog. Yes I stopped checking in for awhile. This year I can see that I’ll be sharing your posts with the senior team in my organization. Can’t wait!
Sounds like this will be really interesting. I would propose a focus on “Listening” organizations as part of this. I find that many nonprofits “know what to do, who to work with, how to do it” and then “miss” a huge portion of their community and the general public.
Do their budgets, workplans, and board/staff meetings value learning and listening?
And might I suggest that people have a read of this brave website – and even contribute… we http://www.admittingfailure.com
And might I suggest that people have a read of this brave website – and even contribute… http://www.admittingfailure.com