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Same as it Ever Was?

Last week, I was revisiting some 10-year old analyses. It was both comforting and alarming at the same moment. Comforting in the fact that your Multi-Year donors today (those who have given to you in at least the last two consecutive years) perform very similarly to...

The Last Word in Measuring Engagement

If you could summarize the consultant chatter over the past decade into one phrase, I would nominate “donor engagement” as the winning phrase. But what does that mean exactly? As a donor behavior scientist, I am a firm believer in what Peter Drucker said: “If you...

The Force Awakens?

I’ll be darned. Direct mail acquisition seems to be making a comeback. OK, perhaps not to the degree of a Star Wars $250MM opening weekend comeback. But as I am reviewing recent acquisition (and reactivation of deeply lapsed donors) results, I was pleasantly surprised...

A Surprising Trend in Fundraising

Any of us who have studied donor behavior can tell you that your best prospect for a sustainer or monthly pledge donor is someone who has been on your file for several years and has averaged 3 or more gifts a year. And the best recruitment should be done in January....