Board Meeting Swipe File

Donor Acquisition in the Pandemic

In the midst of the economic uncertainty around the pandemic my guess is there will more than the usual furor over “high costs of fundraising” and spending money on acquisition on the part of boards, CFOs and CEOs. One thing won’t change: the discussion and debate will stem mostly from ignorance Ignorance about what “acquisition” […]

Learn More July 22, 2020

Dealing with Doubts About Legacy Giving in a Pandemic and Depression

Back in April, as the coronavirus pandemic was heating up, we raised some questions posed by many nonprofit board and fundraisers. Put bluntly the question, in its basest form was, “Should we be asking for legacy gifts right now, before the virus gets our donors?” We noted that a solid set of answers could be […]

Learn More July 1, 2020

Christmas In Your Mailbox

These days my digital inbox is overpowered with vapid and annoying messages fired three times an hour mostly by various candidates and committees affiliated with the Democratic Party. (If this is the way they treat us donors I wonder about their skill set when it comes to beating Trump?) Between the spurts of political drivel […]

Learn More May 22, 2020

Are They Coming for Your Organization?

Just as I was calming down from my rant on tv’s coronavirus carnival barkers I opened a note from Nick Ellinger, who’s now over at Moore seeking asylum after fleeing the commotion here at The Agitator. When Nick writes, I read. Accompanying his note was a piece titled Anti-overhead is anti-charity. It’s a disturbing reminder […]

Learn More May 13, 2020

Donor Preservation in the Pandemic

Each morning I start my coronavirus stay-at-home routine by making a list of the 10 things I’m grateful for that day. One of the items on today’s list: I’m grateful that I’m on the back nine holes of life. Although older age has its downsides when it comes to combatting Covid-19, it sure has benefits […]

Learn More April 20, 2020

Don’t Lead With Death

Questions about Planned Giving abound in the crisis climate of the coronavirus pandemic. Should we be communicating? Should we be asking? Pushing to get folks to make Will before the virus gets them? Some of these? All of these? None of these? By far the most helpful and thoughtful guide I’ve seen has just been published […]

Learn More April 15, 2020

U.S. Nonprofits and Suppliers: What You Need to Get an Emergency Forgivable Covid-19 Loan

Whether you like or loathe April Fools’ jokes, given the seriousness of the health crisis gripping the world we think you’ll agree with us that today just isn’t the time for a good joke. Instead, we’re posting this Agitator Guide titled, The Skinny on What You Need to Get a Small Business (under 500 employees), […]

Learn More April 1, 2020

Ken Burnett On Serenading Donors from the Fundraising Balcony

Each day I check in with a few fundraising pals around the globe to see how they’re doing, and what they’re doing. Had a wonderful chat the other afternoon with Ken Burnett, author of the classic Relationship Fundraising: A Donor Based Approach to the Business of Raising Money. Ken’s seen a lot, done a lot […]

Learn More March 27, 2020

ACTION ALERT: Lifesaving Legislation for U.S. Nonprofits and Their Supply Chain

Drop everything and get your CEO, board members and top leaders on the phone first thing MONDAY morning. Here’s why. Congress is right now at work on the “Coronavirus Aid, Relief and Economic Security Act”. Short-titled the CARES ACT, this emergency financial legislation was drafted by the Republicans in the U.S. Senate and is now being circulated […]

Learn More March 22, 2020

Stop Toilet Paper Hoarding. Start Empowering Your Donors.

Everyone has an opinion and advice on what to do about the Coronavirus Pandemic. Even ISIS has weighed in, warning its followers to stay away from Europe so they don’t get infected. Here at The Agitator we’re focused on the effects the pandemic will have on fundraising in hopes we can offer some helpful insights, […]

Learn More March 16, 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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