Board Meeting Swipe File

2021 Shows Largest Increase in Giving Since 2012

Although we focus mainly on forward-looking developments in fundraising it’s also advisable to occasionally check the rear-view mirror to see what may be gaining on us or what we may have missed as we passed by on our way to the future. Benchmarks and macro-giving reports serve that function. Unfortunately, sometimes the smug and self-content […]

Learn More February 18, 2022

“You Can’t Fix Stupid”

“You can’t fix stupid.” Ahhh, the sound of the exasperated fundraisers and consultants who’ve thrown up their hands after trying for the 5oth time to explain to a Board, a CEO, or a Client why that “brilliant insight” just won’t work. Sure, you can be a seasoned, proven and highly respected pro, but somehow you […]

Learn More February 9, 2022

“Only You Can Control Your Future.” [Navigation Chart for Fundraisers Enclosed]

The headline quotation is from the renowned fundraiser, Dr. Seuss. Well, even if he wasn’t a fundraiser Dr. Seuss’ advice is sound. He’s not alone in warning about grabbing hold of and steering your organization’s destiny , as literally hundreds of Agitator posts on the subject can attest. Enter the fascinating –and most helpful — […]

Learn More November 3, 2021

The Vanishing American Donor

The share of American households contributing to charities has dropped to the lowest level in nearly 20 years. As reported by the Associated Press, a study published by the Lilly Family School of Philanthropy finds that from 2000, when 66 percent of U.S. households donated to a charitable organization, the number dropped to 49.6 percent in […]

Learn More July 28, 2021

The Value of a Fundraiser

Almost every sector of the economy is now facing the issue of how many employees will actually return vs. how many will simply opt for greener pastures. If the financial meltdown of 2008 was the Great Recession, will almost-post-pandemic- 2021 turn out to be the Great Resignation. Virtually every part of the nonprofit sector – […]

Learn More June 16, 2021

Simone Joyaux Is Dead

Simone Joyaux, a beloved shit-disturber and hell-raiser, who battled tirelessly to improve our sector by applying deep devotion, abundant energy, and development skills highly honed by outrage against injustice and inequality, is dead. The 44-year veteran of board development, strategic planning and organizational management, died Sunday, May 2nd in Providence, Rhode Island of a […]

Learn More May 3, 2021

Using Cost of Fundraising to Turn Lead into Gold

Like anxious parents approaching their kid with the inevitable discussion about sex, many boards, CEOs and even some fundraisers dread talking to donors about fundraising costs. Over the years, especially in times of scandal, we’ve written literally dozens of posts on how to talk to donors about fundraising costs. Our bottom-line advice: “Don’t be one […]

Learn More March 19, 2021

Importance of Donor Experience in the Pandemic

Back in November we recommended to readers the event, Fundraising In The Tine Of Covid hosted by the UK’s Chartered Institute of Fundraising and prepared by their Supporter Experience Special Interest Group which aims to inspire and persuade organizations to improve their donors’ experience. Apparently, the event was a rousing success. In fact, our friend Giles […]

Learn More January 13, 2021

Compassion is Spreading as Fast as The Virus. Or is it?

The winter surge of the coronavirus pandemic and consequent lockdowns are upon us–as is the Fundraising Pandemic Paradox. On the one hand countless boards, CEOs continue to expect nonprofits to do badly and therefore have cut budgets and staff. On the other hand, many organizations are now doing much better than ever giving the lie […]

Learn More November 13, 2020

The Cheap Money Paradox

The pandemic should cause us all to re-think many fundraising “norms” –notably the value of money and what it means not only to donors but to nonprofits as well. In order to stimulate a Covid-stricken economy the U.S. Federal Reserve (and central banks elsewhere) has dramatically lowered interest rates and promised to keep them low […]

Learn More September 23, 2020

Ask A Behavioral Scientist

Behavioral Science Q & A

Q: As a designer who works with non-profits on fundraising strategy, I see the language like the following: “Our supporters help empower every girl, ensuring she has the resources she needs.” I do not think the word “help” is useful–I think “Our supporters empower every girl, ensuring she has the resources she needs. ” is much more engaging. Thoughts?

Whether “help” is more engaging or not really depends on the framing and context. The word help can sometimes weaken the perceived agency of the supporter, making their role feel secondary rather than central (your point). On the other hand, help can also signal collaboration rather than implying full ownership of the outcome, which might […]

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Q: We started offering a donor cover option last april 1. The data to date suggests this may be dampening giving.eg. those who say yes to donor cover have a lower average gift (based on analysis of 6000+ gifts). I’m wondering if those who give lower gifts feel more guilt and therefore say yes to donor cover or if the presence of donor cover is making people adjust (lower) their gift size to accommodate the extra 3%. Would love any insights you have.

Great question! Here’s how behavioral science can help unpack what might be happening: Pain of Paying: Even a small extra charge can make giving feel more transactional than emotional, potentially reducing generosity. Fairness Concerns: Some donors might perceive donor cover as a surcharge rather than a contribution to the cause. If they feel the charity […]

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Q: When writing an appeal, I waffle back and forth between writing “Your gift CAN…” or “Your gift WILL…” Any studies of which of these two words is best for an appeal?

The choice between “Your gift CAN…” and “Your gift WILL…” taps into the psychological framing of certainty vs. possibility. Currently, there is no academic research directly comparing these two framings in charitable appeals. However, I suspect no framing is universally better—the outcome likely depends on your target audience and the campaign’s goal. Here are some thoughts: Certainty Framing – […]

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Q: Do you have any insight on whether integrating an individual giving appeal with other comms from the charity in both appearance and messaging can uplift results? Or does the actual appeal become ‘lost’ for lack of stand-out?

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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Q: Is there any research on response rate impact in direct mail when referring to a sustainer gift as ongoing or recurring (catching all frequencies) v. monthly or annual?

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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Q: A major conservation nonprofit sends me lots of mail, many of which have on the envelope “time to renew” or “2nd notice.” I find this practice deceptive, especially as I haven’t given to said organization since 1997. It must be effective or they wouldn’t do it. But is it ethical?

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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