Recent Posts


#31 They want how much upfront? For what?!

Today’s post is in response to a request for information from a former colleague. Yes, she has found a way to get the answers without paying my day-rate. With a shift in the F2F climate, this topic is becoming quite common in the Australian market. So, let’s dive in. Pre-bills, aka upfront payments: When should a charity pay them, how much is reasonable, and how can both parties protect themselves in this arrangement? Generally, in life, I will only pay upfront for a service or product that is guaranteed or have experiential evidence that it is very likely. For example, shelling-out for a flight home to see my family. The only reason for not making this commitment would be much more severe t

#30 Never work with this F2F supplier!

Whenever a charity commences a F2F program they are warned that it can be a beast. It can encroach into every fundraising space and force itself upon unsuspecting stakeholders. All of this is true, but I think we sometimes forget to prepare our newcomers to the realities of the channel when dealing with suppliers. If you ask Charity A about their experience with CRM X, they may say that it is terrible. If you ask Charity B about the same CRM they may give you the polar-opposite response. The difference is usually down to the CRM management and the training that Charity B have undertaken to use the tool. The same can be said of F2F suppliers. There are sinister reasons for a poor relationship

#29 Better than a kick in the teeth

For the past twenty years we, as fundraisers, have been telling ourselves, our boards and our donors that the length of the average face-to-face donation is five years. In 2017, for the first time in my career, a body questioned this statistic as it was being used as a justification for agency pledge fees. My math shows that the 5-year estimate is a little out of date. With year one attrition hitting the 50% mark in Australia, our average LTV has been hit substantially. Naysayers may wish to jump on the anti-F2F bandwagon with this fact, but that would be a little premature. A return of 2.9:1 is still better than a kick in the teeth, and this figure is based on $32.50 average gift without an

#28 Chugger (charity mugger)

Above, is the first and last time that the ‘C’ word will be written by me. Every journalistic piece written about charity fundraising will include this term and inevitably be followed in brackets by (charity mugger). So, is it deserved and if not, what do we need to do to lose this word from our vocabulary? Journalists in the UK and Australia write stories every six months to denigrate the work of these street heroes using clickbait such as ‘Hate Ch***ers? This is how you can get rid of them’[1] or ‘The secret life of a ch***er: most of us are motivated by money, not charity – anonymous’[2]. The reports suggest that there are two main issues with this method of fundraising: the public don’t

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