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Stop Trying to Convert Donors

Why convert? And to what end? To quote Tom Harrison, Russ Reid CEO, why are nonprofits mad at about 50% of their donors at any given time for donating (in the “wrong” way)? In its attempts at conversion the sector either makes too many assumptions or too few and too many attempts to convert the […]

Learn More May 14, 2013

Fairy Tale Fundraising

I’m looking forward to joining a small, bright band of nonprofit execs, consultants, editors and other assorted members of our fundraising tribe on May 9th in Philadelphia for Fundraising Success magazine’s first Engage Conference. The format of the conference is quite different from the usual DMA, AFP, DMFA gatherings. First of all, it’s deliberately small […]

Learn More April 30, 2013

Fundraising Efficiency vs Productivity

Which should be more important to your fundraising … efficiency or productivity? If you said productivity … gold star! If you said efficiency (sometimes expressed as ROI) … go to the back of the class! Or, more productively, read this piece by Tom Hurley at DMW Direct. As Tom sees it, the holy grail of […]

Learn More April 3, 2013

10 Dumbest Words Used by (Fundraising) Consultants

Integrate – unless something is being physically combined, steer clear. Buzzword bingo aficionado’s can rest assured this word will show up in your next meeting. Illuminate – this word is used to ironically suggest the consultant will provide what he is incapable of – clarity. Solution – because “product” seems so simple or trite. Leverage – perhaps the most […]

Learn More April 2, 2013

What Is The Watchdog Watching?

This week the Chronicle of Philanthropy reported that members of the Direct Marketing Association are working on an official protest against the watchdog Charity Navigator. At issue is Charity Navigator’s decision to challenge a longstanding accounting practice to count some of the money nonprofits spend in the course of fundraising as ‘program costs’ rather than […]

Learn More March 15, 2013

Flat Earth Fundraising: The High Cost Of Mistreating Suppliers

Some nonprofit fundraisers squeeze so hard on price that it’s enough to make a Hong Kong jeweler cry. Others treat their suppliers and consultants like some hired hand, there to do their bidding no matter how stupid and short-sighted. Still others — the successful and innovative (surprise!) – have mastered the art of building lasting, […]

Learn More March 13, 2013

So What?

Good answers are impossible without good questions. And in the era of ‘big data’, integrated marketing, and CRM (by whatever name), knowing the right questions to ask is even tougher yet important to sort out, lest one become paralyzed by data. In her article in Fundraising Success — Are We Focused on the Wrong Metrics […]

Learn More March 11, 2013

How To Evaluate Your Nonprofit’s CEO

Earlier this week we reported on our survey of fundraisers’ appraisals of the fundraising prowess and commitment of their CEOs. Our fundraisers gave their CEOs pretty low grades! We asked whether some independent party like Charity Navigator or the Better Business Bureau should rate nonprofit CEOs and Boards — 35% said yes to that idea; […]

Learn More February 21, 2013

Acquisition: More On Counterintuitive Effects Of Premiums

Just to keep the pot boiling here’s a follow-up on my Premiums, Crack Cocaine and Nonprofit Suicide post that spawned some helpful comments. I was particularly interested in the comments of readers with experience in public broadcasting, where the use of back-end premiums or ‘thank you’ gifts continues — after 30 or more years — […]

Learn More February 20, 2013

Fundraisers Rate Their CEOs

Awhile back we reported on the now-infamous Underdeveloped: A National Study of Challenges Facing Nonprofit Fundraising. One aspect of the study that drew attention was the somewhat lukewarm assessment by nonprofit CEOs of their development directors — 33% were dissatisfied or lukewarm about the performance of their development directors … and 24% said their development […]

Learn More February 19, 2013

Ask A Behavioral Scientist

Behavioral Science Q & A

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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Q: I find it irritating when some nonprofits accept my “gift” and then ask me to cover their credit card fees separately. It feels like a practice that does nothing to help win donors and runs the risk of turning others off. Is there any data on this either way?

Interesting question. I had a quick look at the testing done on this topic. On the positive side, in all cases, over half of donors decide to cover the fee. In some cases, it goes as high as 65%. Not a negligible percentage at all. Here’s another test from iRaiser showing consistent results (see point […]

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Q: What are the three most important things to consider when designing a brilliant supporter journey?

There’s just one thing to consider when designing a supporter journey: the supporter. More specifically, you need to take into account: Who the supporter is i.e. their identity, which is the reason they support this cause, and their personality, which describes the way they “see” and process the world. These will determine the kind of […]

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Q: Is there any evidence that changes to the tax laws in the USA changed end of year giving behaviors? Previously, ~30% of US taxpayers filed itemized tax returns allowing them to receive a deduction for charitable giving. Tax law changed in 2017 so that now only ~10% itemize. This should mean tax year-end giving should not matter to millions of people for whom it used to matter. Is there any data evidence to support this?

I’m not an expert in this but a quick search surfaced this article on the effect of tax reforms on 2019’s charitable giving. The researchers didn’t find a reduction. Actually, they observed an “increase in charitable contributions in 2019, even with the lower tax rates and the dramatically smaller number of taxpayers who itemize their […]

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Uncategorized

Stop Trying to Convert Donors

Fairy Tale Fundraising

Fundraising Efficiency vs Productivity

10 Dumbest Words Used by (Fundraising) Consultants

What Is The Watchdog Watching?

Flat Earth Fundraising: The High Cost Of Mistreating Suppliers

So What?

How To Evaluate Your Nonprofit’s CEO

Acquisition: More On Counterintuitive Effects Of Premiums

Fundraisers Rate Their CEOs

Ask A Behavioral Scientist

Behavioral Science Q & A

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?

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?

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?

Q: I find it irritating when some nonprofits accept my “gift” and then ask me to cover their credit card fees separately. It feels like a practice that does nothing to help win donors and runs the risk of turning others off. Is there any data on this either way?

Q: What are the three most important things to consider when designing a brilliant supporter journey?

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