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Fundraising philosophy/profession

No More Grumpy Fundraisers

Each day for the past 10 years Tom and I have pored over dozens of blogs, papers, presentations and speeches prepared by scores of fundraisers. Not only are we witness to the daily parade of good and bad ideas in our trade, but it’s a terrific way to keep up with changing times. So it […]

Learn More September 29, 2016

Unethical Fundraising … Or Just Dumb?

Yesterday Roger wrote an eloquent plea for fundraisers to get serious about ethical issues in the business of fundraising … The Fundraising Ethics Gap. I assume he meant to exclude political fundraising, which seems to know no bounds whatsoever. I happen to lean Democratic, as least as perceived by Democratic fundraisers grasping at some shred of […]

Learn More September 20, 2016

The Fundraising Ethics Gap

As a kid I vividly remember Grandma Craver shaking her head, and sometimes her fist, at the radio as it blared forth the ravings of an on-air evangelist whom she particularly despised. She would turn away from the radio and sternly warn me, “Roger, just you remember.   Everyone who talks about heaven ain’t going there.” […]

Learn More September 19, 2016

“There is obviously hope for us all …”

That’s the message of my favorite Tweet this week. It’s from @AdrianSargeant and attached to it is this marvelous piece of  correspondence. Not only is it evidence of Adrian’s point that there’s hope for us all, it’s equally a reminder of the danger that springs from believing the safest course of action lies in sticking with the status quo. Have […]

Learn More September 16, 2016

The Season Ahead

For many Agitator readers summer’s over. Next week triggers the starting gun on the sprint to year-end. Our readers in the US will mark the end of summer with this Labor Day weekend. Readers in Canada and Europe have already turned the calendar page to September and noted the shortening of daylight hours. And Agitators […]

Learn More September 2, 2016

Summer Dream Becomes Fall Nightmare As RFP Surfaces

Somewhere out there on a beach, in a forest or on some mountain trail there’s a CFO, CEO or new VP for Development making mental notes on the agenda for the fall Board Meeting. And you can bet one of her/his suggestions will be to put out a Request for Proposal (RFP) in hopes of improving […]

Learn More September 1, 2016

URGENT ACTION REQUEST: Jailed in Dubai for Helping Children

A British-Australian dual national living in Dubai, the United Arab Emirates city that bills itself as a “friendly holiday resort”,  has been detained for weeks because he tried to raise money for Afghan child refugees using his Facebook page. Scott Richards, a volunteer fundraiser, has been charged by Dubai authorities for “fundraising without permission”.  He […]

Learn More August 23, 2016

And Don’t Miss These ‘Top Ten’ …

At the end of each quarter our friends over at the crowdblog 101Fundraising list their 10 posts that received the highest readership according to Google Analytics. Here’s 101’s listing for the 2nd Quarter.  Something here for everyone.  Read on! Roger 1.  Three Powerful Major Gift Questions You Might Not Be Asking – Karen Osborne 2.  How to […]

Learn More August 18, 2016

Fundraising As A Driver Of Social Justice

On a hot August afternoon 46 years ago I dropped my first direct mail campaign at the main post office in Washington, D.C. The 250,000 envelopes contained a six-page letter that began “Everybody’s organized but the people…” announcing the formation of a new “citizens lobby” called Common Cause. It was a big gamble. Few organizations […]

Learn More August 17, 2016

Ending The Week With A Fundraising Laugh

We’ve covered a lot of serious territory these past couple of weeks. So, on this summer Friday I’d prefer to wrap it up with a smile and a laugh. Thanks to another ‘goodie’ shoved into my mailbox by Pam Grow and relying on the wisdom of Quincy Jones, musician, humanitarian and all-around genius … why […]

Learn More August 12, 2016

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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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    The Agitator Tool Box

    Ideas, applications, tools, processes, and case studies of break-through solutions in fundraising, including:



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