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

“Put it in front of your CFO. He’ll see it as a long-term investment and understand the impact that if you cut this year, it affects future years,” Griffin said.

Explain how acquisition affects other areas such as planned giving and major gifts as well, Griffin said. For example, he showed his CFO that direct mail drives 42 percent of the Arthritis Foundation’s revenue.