Turns out, we’re not so different after all.
Let’s face it: auditors often get a bad rap. They're seen as the keepers of spreadsheets and enforcers of financial rules, rather than partners in mission-driven work.
Recently, through a mutual connection, I had the opportunity to meet Brian Kearns, a partner at UHY who handles audit engagements for nonprofits of all sizes. To be honest, I wasn’t sure what to expect. I’ve heard of the many woes of organizations that have been forcibly audited by the IRS, and of course, all nonprofits exceeding a certain annual revenue must undergo an annual audit. Fortunately for me, I’ve never been directly involved with either of those processes.
But as it turns out, I found that Brian and I approached nonprofit work in remarkably similar ways. It got me thinking. . . perhaps auditors have more in common with fundraisers than I originally thought. After we met, it was clear to me that Brian and I both care deeply about the impact of our work, albeit from different angles.
Here are four ways I found how our two seemingly disparate roles actually align in unexpected ways:
1. Giving TO Something Instead of AGAINST Something
One of the first things Brian shared was the idea that focusing on the positive impact of donations can be more motivating than highlighting problems. In fundraising, we often emphasize this by focusing appeals on the positive change donors can create, rather than the issues we're fighting to address. It invites a transformational giver rather than just a transactional one.
Brian recounted a story of a donor, initially skeptical of smaller local organizations, becoming a staunch supporter after seeing firsthand the impact such organizations have in their communities. This shift from seeing philanthropy as a remedy for problems to recognizing it as a catalyst for positive change is something I never thought an auditor would observe. . . and it’s something many people in our field fail to recognize.
2. Speaking Directly to Your Audience
One of the golden rules of fundraising is: always make the donor the hero. Donors are the lifeblood of any organization. Without donors, no organization would be able to do the wonderful work they do. Really, our donors deserve all the credit. And I know that can be hard to communicate to hardworking program staff.
Again, this is something I never thought I’d find myself bonding with an auditor over. Just as fundraisers aim to connect with donors’ interests—using two “yous” for every one “I”—Brian emphasized the idea of “if not you, then who?” He explained that when organizations can show donors the crucial role they play in fulfilling their mission, it strengthens their connection and benefits everyone involved. In other words, make donors the “you” without whom there is no “who.”
3. Valuing Outcomes over Outputs
In fundraising, (most) donors care less about how many outputs are generated and more about the tangible outcomes their contributions produce. Yes, metrics are important, and your business-savvy donors will want to see them. But donors are people, and people are moved by stories, not statistics.
Brian echoed this sentiment, highlighting that donors are more engaged when they see the long-term impact of their support rather than just the immediate outputs. For example, he mentioned how scholarship donors appreciated hearing about graduates’ successes more than just the tuition fees covered. This focus on meaningful outcomes rather than mere outputs underscored the value of showing real, impactful results.
4. Having a Single Winning Aspiration
Finally, Brian talked about how smaller nonprofits often spread themselves thin, trying to address too many challenges simultaneously. His advice? Focus on what you do best and collaborate or refer to others for areas where you’re less impactful.
This resonates with the fundraising approach of having a clear, compelling message and offer. One overarching aspiration should drive all communications and appeals. There will certainly be different strategies to accomplish that aspiration. But when communicating with donors, especially through direct response channels, focus on one offer and one offer only. Ask for one thing and you might get it. Ask for two things and you’re nearly guaranteed to get neither.
Conclusion
There you have it. Auditors and fundraisers might just be two sides of the same coin. While we approach our work from different angles, our guiding best practices for nonprofits align more closely than one might expect.