Hunters believe, “The more we get out into the field or commit ourselves to being ‘road warriors,’ and the more we ask, the better our chances of meeting our targets.”
Growers believe, “The more we nurture the good in people by listening respectfully to them, aligning our interests with them and delivering on our promises to them, the more bountiful our shared harvests will be over time.”
The first school likes to “be armed” with stunning presentations in hopes of over-awing a “captive audience” and praises fundraisers for their ability to “pull the trigger.”
Growers stress the need to “keep our ears close to the ground (i.e., to listen), to ‘plant seeds’ of potential partnerships and to ‘cultivate’ the root system of each donor’s philanthropic orientation.
There are, of course, blends of the two, but one can see a strong tilt to one or the other in most operations. While each side can mount evidence to support its approach, it seems clear, on the face of it, which is more practical, cost-effective, and sustainable. Hunting thins out the population each year; growing replenishes and increases yield over time.
Jim Langley is the president of Langley Innovations. Langley Innovations provides a range of services to its clients to help them understand the cultural underpinnings of philanthropy and the psychology of donors and, with that knowledge, to develop the most effective strategies and tactics to build broader and more lasting communities of support. Jim has authored numerous books, including his most recent book, The Future of Fundraising: Adapting to New Philanthropic Realities, published by Academic Impressions in 2020.