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Fundraising philosophy/profession

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

The Marble In Your Ashtray

Last Friday was drizzly, the kind where the rain isn’t sure of itself. I went for my pickup truck’s annual inspection.  In the corner of that musty garage, mechanics’ hands as greasy as the floor, there was the usual bulletin board; an artifact with layers of oil change reminders and lost dog flyers. Among this […]

Learn More April 22, 2024

Is Your Quality Data 3,008 or So 2000 and Late?

The Black-Eyed Peas may not be in my most played list but hey, a catchy, memorable lyric is a catchy, memorable lyric.  Retention data is the rearview mirror view on quality, it’s 2000 and late. It’s a lagging indicator of quality.  You don’t need more donors, you need more donors who stick around.  But if […]

Learn More April 14, 2023

WANTED: Fundraisers and Consultants Who Can Count

Regular readers will note that we’ve been devoting a good deal of coverage lately to the use of AI, particularly as it relates to creative and copywriting.  Today, we’re hitting “pause” on AI and returning to 8th grade arithmetic. You know,  the type of intelligence that enables you to work with numbers in everyday life. […]

Learn More April 3, 2023

What Gets Measured Can Be Better Managed

We manage lots and lots of thing that we don’t measure at all or well.  That’s the nature of business and human enterprises. But, I’d argue measuring makes managing better.  The question isn’t can we measure or should we but rather, what’s worth measuring.  ‘Worth it’ is often traded off for easy.  Take engagement data.  […]

Learn More February 22, 2023

If You Ain’t First You’re Last?

One of the greatest movies of all time for those of us who enjoy parody, slapstick and juvenile humor is Will Ferrell’s Talladega Nights. He spends most of his life measuring it against an impossible standard of “if you ain’t first you’re last”, a motto from his father who was high on peyote at the […]

Learn More December 21, 2022

Trust in the Eye of the Beholder?

We do a lot of surveys.  Heck, I’ve got an advanced degree in Survey Methodology, whatever the hell that means. Surveys are ubiquitous it seems, especially in politics and public policy.  Your organization might do a survey for constituent understanding or for public release to advocate for this or that cause. What makes surveys trustworthy […]

Learn More September 9, 2022

If You Ain’t First You’re Last

One of the greatest movies of all time for those of us who enjoy parody, slapstick and juvenile humor is Will Ferrell’s Talladega Nights. He spends most of his life against an impossible standard of “if you ain’t first you’re last”, a motto from his father who was high on peyote at the time he […]

Learn More August 19, 2022

Data Visualization 101: Bar Charts Suck

We do a lot of data visualization in the fundraising world.  Bar charts are stock in trade, built into every off the shelf product out there.  We use them and I hate them.  Why? This comparison courtesy of a company called 3iap and a study they ran with academics nails the issues with the good […]

Learn More August 8, 2022

Should Charities Be More Commercial?

How many charities have a fee for service revenue line? Hospitals, lots of cultural, place-based charities, the entire public broadcasting world…more than you might think. Does having a commercial revenue line create conflict with service delivery to beneficiaries?  Or how about community building?  It may be hard to be inclusive if you make more profit […]

Learn More July 15, 2022

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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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