4 Keys to Justifying Donor Acquisition to Your CFO/CEO/Board

“Building a relationship with your CFO is key,” he said. “Meet proactively to educate about direct marketing and update the numbers. If you’re in front monthly, he’s up to speed on your program, and it builds you up compared to your peers.”

Griffin suggested showing different perspectives of what acquisition means to your organization. Show a history of acquisition over a long period of time, say 90 years (if your organization has been around that long), and what that means to your organization today. Show that, for instance, $10 million dollars is coming from donors you acquired 10, 15, 20 years ago.