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Major donors

Just Write The Check, Please!

There … we've said it. We're reacting to a bunch of things … A recent article in the New York Times, “Write a Check? The New Philanthropist Goes Further,” which opens: Many wealthy Americans are no longer content to bequeath their money to favorite causes in their wills. Instead, they are creating a strategic plan […]

Learn More March 23, 2007

Secret Riches and Why You’re Missin’ Em

David Love, Executive Director of The Conservation Foundation of Greater Toronto, who also happens to be an old friend, great fundraiser, wonderful cause hell-raiser, and reader of The Agitator wrote the other day noting, “I remain obsessed with social justice and green groups getting legacies. Ripping them out of the hands of universities and hospitals. […]

Learn More November 28, 2006

150 Donors And Thinkers

Slate, the online salon, and the Bill Clinton Foundation are co-hosting the Conference on Innovative Philanthropy, gathering 150 “donors and thinkers in hopes of spurring more and better giving.” Wow … we hope they don't all take the same elevator! Here at Slate is a series of pieces prepared for the session — some provocative […]

Learn More November 14, 2006

We’re In It For The Money

In a wonderfully refreshing, if somewhat immodest manner, Bank of America is touting what it calls “the initial reults of the most comprehensive survey to-date of the philanthropic behavior of of weathy Americans.” The survey, conducted by the Center on Philanthropy at Indiana University and paid for by Bank of America, reflects the opinions of […]

Learn More November 3, 2006

New Tax Incentives For Giving … But Get Cranking!

Holly Hall and Elizabeth Schwinn of The Chronicle of Philanthropy have written an excellent overview of tax incentives that will affect major gifts and bequests. Their article appears in the September 14th issue of The Chronicle and is available free online here. Unlike most of the trade coverage involving taxes, this piece cites hands-on examples […]

Learn More September 12, 2006

What’s a Trillion or So $$ Among Friends?

For the past decade or so planned giving folks — hell, fundraisers in general — have been citing several economic forecasts that indicate as much as $41 trillion (yes, “T”) will be inherited by Baby Boomers over the next two decades. Of course, the follow-on assumption is that if the Boomers' parents don't leave part […]

Learn More September 6, 2006

Happy Losers

Here is a short essay by blogger Max Kalehoff, backed by some serious psychology and anthropology, dealing with the sales mentality. It's relevant to anyone whose job entails selling a cause or organization. I had mixed reactions. What I liked was the author's fundamental nudge to “celebrate struggle” and risk-taking. In his words: From a […]

Learn More August 30, 2006

British Philanthropy Up

The Financial Times offers a report on philanthropy in the U.K. Interesting takeaways: Observors see shift from inherited wealth donors to self-made donors; These donors, similar to their U.S. counterparts, are eager to apply business principles to their giving, expecting demonstrable return on their charitable investments; And they give to produce significant results, not to […]

Learn More August 22, 2006

Giving Plus

According to Philanthropy Today, Bob Wilson, a truly dedicated environmentalist, has announced his intention to give $100 million each to Environmental Defense, The Nature Conservancy, the Wildlife Conservation Society and the World Monuments Fund, with the proviso that each group match his gift with other fundraising. From my Environmental Defense days, I know Bob is […]

Learn More July 24, 2006

If She’s An Anthropologist Hire Her for the Development Office!

There are 8.9 million millionaire households in the U.S., up nearly 50% in two years. The heads of those households could fill 100 football stadiums the size of Notre Dame's. But even if millionaires are now a common species, they are hardly homogenous. Just ask cultural anthropologist Larry Samuel of the firm Culture Planning. Although […]

Learn More July 20, 2006

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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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