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Board Meeting Swipe File

The Board Meeting Swipe File: Fundraising Costs and Investment

‘Tis the season of board meetings and budget reviews for those organizations with fiscal years beginning in July. So, there’s no better time to offer up this Agitator Board Meeting Swipe File on Fundraising Costs and Investment in Fundraising. Here’s a brief compilation of resources and advice that may come in handy as you explain […]

Learn More June 21, 2017

A REALLY BIG Deal!

Frankly, we’re gobsmacked. Astounded, awestruck and absolutely thrilled by a massive undertaking by UK fundraisers and other leaders in the voluntary sector that should attract the serious attention and participation of all of us — on every continent. Today the Commission on the Donor Experience  released its overview of recommended changes to transform fundraising from […]

Learn More June 19, 2017

In Pursuit Of The Trivial

Slowly, but surely, research in the field of behavioral science is making its way into Fundraising Land. Over the past several years commercial marketers have begun to discover practices which those pundits and commentators who favor high-blown ‘strategic’ insights often consider ‘trivial’. What once seemed relatively trivial has proven to hold monumental importance compared to […]

Learn More June 15, 2017

Good Enough Is No Longer Good Enough – Part 4: Donor Journeys

The journey the organization wants the donor to go on is not usually the journey the donor wants to go on. The reason for this disconnect is that few organizations truly understand why donors choose to stay or leave, let alone know when the donor makes the decision to leave. This is not a new […]

Learn More June 13, 2017

Nonprofit Strategic Planning … Simplified

Last week, in Is Your Nonprofit Sustainable?, I touched on some of the elements of strategic planning in the nonprofit context — defining priorities, organisational challenges, succession planning etc. One of the questions Bloomerang asked 600 nonprofits in the study I was reporting on was: “Did your organization fully utilise a strategic plan last quarter?” A […]

Learn More June 12, 2017

Good Enough Is No Longer Good Enough – Part 3: Donor Experience

No one buys a Chevy because GM needs the money. By the same token, donors don’t give because your organization has a need to balance its budget. Although many think otherwise, donor expectations aren’t usually driven by an organization’s brilliant programmatic details, the expertise of its staff, the number of regional offices or other versions […]

Learn More June 8, 2017

Is Your Nonprofit Sustainable?

June is the last month of the fiscal year for many nonprofits, when supposedly the deep questions are being asked. Are we on the right track, programmatically and financially? Do we have enough Facebook ‘Likes’? Bloomerang recently surveyed 600 North American nonprofits to gauge their sustainability. Some questions dealt with management practices; some with board […]

Learn More June 7, 2017

The Delivery vs. Discovery Paradox

It’s INTERMISSION TIME in our Good Enough Is Not Good Enough series. (Part 1 here; Part 2 here). We conceived the series for two reasons: We wanted to share some of the significant discoveries or findings that are emerging because of research. Particularly discoveries that have significant potential for increasing retention, donor commitment and lifetime value. It’s long been […]

Learn More June 2, 2017

Good Enough Is No Longer Good Enough – Part 2: Commitment

In Part 1 we noted that the days of launching an acquisition campaign without setting aside substantial additional time and funds to properly deal with new donors is a principal reason why organizations find themselves on the decline or plateauing when it comes to growing donor value and net income. Also noted is the importance […]

Learn More June 1, 2017

Why Good Enough Is No Longer Good Enough: Part 1

I ended my last post No One Wants More Email with the admonition, “We all need to get used to demanding more information and start challenging the status quo. Why? Because nothing, absolutely nothing is more dangerous to our future than acceptance of the status quo.” No area of the fundraiser’s work is more deserving of […]

Learn More May 31, 2017

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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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