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Fundraising philosophy/profession

On Looking A Gift Horse In The Mouth

It’s been quite a week for watching the philanthropic parade go by — featuring gifts in size from one extreme to another and given through the widest variety of methods and channels in history. From the birth of Baby Max Zuckerberg and her parents’ $45 billion gift in her honor to be used toward “improving […]

Learn More December 4, 2015

Struggling To Make A Better World

When I last looked, the nonprofit sector seemed to be struggling mightily, but not terribly successfully, to make a better world. What’s a ‘better world’? I’d say one devoid of interpersonal violence of any kind and one at peace, not war, with nature. I could be content with that. So forgive me for being a bit bemused […]

Learn More December 3, 2015

The Big Squeeze

The Big Squeeze has begun, fittingly with a December 1st ‘Giving Tuesday’. December is the month when all ‘good’ fundraisers try to squeeze every last bit of coin they can from current donors, using the most intensive, intrusive and organization-centric techniques possible. December has nothing whatsoever to do with building donor relationships. Rather it’s scorched earth […]

Learn More December 1, 2015

Loss Of A Man Of Skill And Decency

  Austin Kiplinger, 97, a giant of the Washington, DC publishing, philanthropic and civic scene, died on November 20th. Others will note his life-long dedication to the advancement of civil rights … his tireless devotion to fundraising and support of the cultural scene in the Nation’s capital … and his enlightened, far-ahead-of-their-times practices where employees […]

Learn More November 30, 2015

On Giving Thanks

In the aftermath of Paris, Beirut and Bamako and with far too many politicians and demagogues working overtime to seize on the public’s anxieties, prejudices and deepest fears, The Agitator is pausing publication for the next two days to give thanks. Tomorrow is official Thanksgiving Day in the U.S. Many of our readers will be ‘enjoying’ […]

Learn More November 25, 2015

If Only I Knew What You Know

Can you imagine your doctor practicing medicine without a clear understanding of best practices? (“Now let me see, some docs prescribe a 2 day course of penicillin, the guy down the hall says 15 days, but I think 4 days are about right.”) Or … hiring a lawyer who worked only on intuition, ignoring case law […]

Learn More November 19, 2015

Kiss 8 Of 10 Good-Bye

Looking at 2014 data from over 8,000 respondent groups, the Fundraising Effectiveness Project reports that on average nonprofits retain only two out of ten first time donors. That’s not a misprint: the retention rate for first time donors is a scant 19%. Below you’ll find an infographic from Bloomerang illustrating this and related retention stats. […]

Learn More November 18, 2015

Paris And A Sector Of Optimistic Grinders

Tom Watson has written an excellent column in the Chronicle of Philanthropy reflecting on the aftermath of the Paris attacks — The Horror of the Paris Attacks Reminds Us Why Nonprofits Matter. He opens fittingly with this quote from Voltaire: “Optimism is the madness of insisting that all is well when we are miserable.” Commenting on the […]

Learn More November 17, 2015

In Search of the Silver Bullet

Over the weekend I worked on the ‘Top 10 Bad Practices’ section of a book I’m writing. Because this is the season when many groups are putting out or reviewing Requests for Proposal (RFPs), I thought I’d share some of my notes — and a special video — with you in case you’re on either […]

Learn More November 16, 2015

Major Gift Fundraising For Smaller Organizations

Lots of time and money is spent on identifying success factors in major gift fundraising for large organizations. Very little on factors that make a big difference for smaller organizations. Until now. Amy Eisenstein, author of Major Gift Fundraising for Small Shops, has just released a study done in conjunction with Prof. Adrian Sargent, director of […]

Learn More November 10, 2015

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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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