Board Meeting Swipe File

What Your Board Should Learn from Starbucks

There’s no question in my mind that a great deal of the furor over the ‘high cost of fundraising’ on the part boards, CEOs, watchdog groups, the press, regulators and many fundraisers themselves stems mostly from ignorance. Ignorance about what “acquisition” is, how it should be measured, and when or whether its costs should be […]

Learn More May 1, 2018

#MeToo Moment for Fundraisers

“I had a meeting with the chair of trustees. The meeting did not go well. As we were walking away from the meeting, he put his arm around me and squeezed me to him whilst saying “this would all be so much easier if you were just friendlier, Jane.” “He went to kiss me but […]

Learn More April 16, 2018

Donor-Centric or Faux Donor-Centric? Check the Plumbing.

When it comes to donor-centricity/obsession/love/devotion/passion I fear many fundraisers talk a good game while ignoring the fundamental and routine practices that should exist in any organization that truly cares about its donors. Tom’s and my mentor John Gardner, in his book Excellence defined the issue perfectly: “An excellent plumber is infinitely more admirable than an […]

Learn More March 6, 2018

The Cradle of Relationship Fundraising

“Fundraisers always prosper when they focus less on the money that people send in and more on the people who are sending it. As a fundraiser, you’ll get better at your job and get more out of life when you deliver what your donors want rather than chasing after what […]

Learn More January 23, 2018

Time To Go To Jail?

It’s been years since I was tear-gassed, arrested and tossed in jail for something worth fighting for. And the same holds for the leaders of most causes I support. Is that a sign that most nonprofits have become too much a part of the establishment, too much a part of the problem? In short, is it […]

Learn More November 27, 2017

Are You an ATM or a Fundraiser?

We don’t pay nearly enough attention to the issue of disrespect and the horrible price our sector pays for ignoring it or shrugging it off with a “well, that’s the way it is.” Disrespect runs rampant in the nonprofit world. We see it every day, reflected in the actions and attitudes of nonprofit boards, CEOs […]

Learn More October 6, 2017

A Second Chance for Fundraisers

Relationship Fundraising is like teenage sex: Everyone talks about it, nobody really knows how to do it, everyone thinks everyone else is doing it, so everyone claims they are doing it too. Although I’m paraphrasing behavioral economist Dan Ariely’s take on “Big Data” the same insight applies to the much-touted, little-practiced concept of relationship fundraising. It’s […]

Learn More September 13, 2017

A Higher Calling

The other day Tom posed the question, Are You a Fundraising Professional?, and answered it by concluding that “If you see your role as facilitating a positive donor experience, then yes, you are.” The morning Tom’s post ran I received news that Jay Love, the co-founder and CEO of Bloomerang, the donor management software firm, is […]

Learn More July 21, 2017

Summer Doldrums Threat #1: Branding

Sooner or later someone in your organization, totally devoid of fundraising knowledge (likely a board member or the spouse of one), is going to come back from their summer break with a ‘brilliant idea’. In fact, over many summers, many ‘brilliant’ ideas have crossed The Agitator’s desks. So, we’ve gone back through the archives and will share some of […]

Learn More July 20, 2017

“We’re Not Like This … Are We?”

Innovation and progress come not from working harder, but by working smarter and taking an axe to the time wasters and the trivial. Most of all, stop focusing on the trivial. If I had a nickel for every hour I’ve witnessed trivial debates over orange vs. blue envelopes, or closed-face vs. window envelopes, I could […]

Learn More July 17, 2017

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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