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Fundraising philosophy/profession

The Speech Stirred Souls. The Inbox Asked for $3.

The night Senator Cory Booker rose to speak in a 25-hour filibuster, something rare happened: sincerity leaked into the Senate chamber like light under a closed door. “I can’t allow this body to continue without doing something different,” he said. For a moment, we believed him. And then we didn’t. Because the moment the cameras […]

Learn More April 18, 2025

From Burnout to Breakthrough: The Hidden Pattern Behind Extraordinary Fundraising Success

It starts with a failure. A man, good at what he did, walks away. Years ago, veteran fundraiser Alan Clayton watched a fellow fundraiser lose hope. He sat across from him, shoulders slumped over coffee, hearing the words, “How can it be so hard to save a child?” That failure lit the match. What followed […]

Learn More January 31, 2025

Are You Playing the Dystopian Fundraising Slot Machine?

Too many nonprofits, consultants and vendors treat donor lists like handfuls of slot machine tokens. They trade them, rent them, share them. Too often, they exploit them. And now, this bad behavior it’s catching up and harming us all. Among the worst in the rogues gallery staining both the charitable and political sectors are the […]

Learn More January 8, 2025

Giving by Algorithm: When Metrics Miss the Mark

             There’s a scene I can’t shake. A small-town food pantry, shelves half-empty, volunteers stretching every last dollar to feed neighbors they’ve known their whole lives. The kind of place where a $100 gift isn’t a drop in the ocean—it’s the ocean.             The scene came roaring back when I […]

Learn More December 16, 2024

Are Americans Become Less Generous? What the Latest Research Tells Us.

This week the Generosity Commission released it’s long-anticipated report. You can download the full report titled,  How and Why We Give. Here. The $ 2 million Report is among the most comprehensive surveys ever taken of our sector. The last time such a broad assessment of philanthropy was published was in 1975, with the release […]

Learn More September 23, 2024

We Grow Too Soon Old and Too Late Smart: Lessons from Botton Village

I grew up in the Pennsylvania Dutch part of the Keystone state, and there’s a saying from the folks around there.  Perfect for this post: “We grow too soon old and too late smart.” This simple truth rings especially loud when I think of one of the best fundraising cases I’ve seen in my lifetime—a […]

Learn More September 16, 2024

Breaking Free of the Past

The summer of 2024 ended on Labor Day, but it was neither lazy nor hazy. It was busy—busy for advocacy and political fundraisers and for the media, both struggling in the churn of American politics. Watching the current state of American politics, especially the Presidential campaigns, we see how much has changed in politics and […]

Learn More September 4, 2024

700 X Match to Aid Widow of The Unknown Soldier

Monday’s opening of the Democratic National Convention in Chicago will do more than boost cable news channel ratings.  It’ll open the floodgates even more to the incessant flood of digital appeals filling your donors’ inboxes and likely yours as well. Bobbing up with increasing frequency in that digital flood will be the sewage of the […]

Learn More August 19, 2024

The Evolution of Ken Burnett’s Vision

In the soft dawn of the early 1990s, Ken Burnett sat at a modest desk in the UK, his mind a whirlwind of thoughts about the future of fundraising. He was a man possessed by a vision. The vision would ultimately culminate in the first edition of Relationship Fundraising: A Donor-Based Approach to the Business […]

Learn More June 7, 2024

It’s Time to Steal

Today’s headlines seem like the work of a dystopian copy editor gone batshit crazy. Sadly,  they’re real and reflect the reality on which they’re based.  Here’s a sampling of just a few from last week “In Court, Porn Star Details Sex with President.” “VP Hopeful Continues Media Tour Despite Questions About Shooting Puppy.” “Democrats Save […]

Learn More May 13, 2024

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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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