A kinder, back-to-basics approach to donor relations amounted to a 30 percent increase in contributions for D.C.’s Heritage Foundation.

By Margaret Battistelli Gardner

“In 2002, we immediately rolled out with the welcome cycle to all new members,” Walter says, with another smack to his forehead. “Before, we were sending out just a thank-you letter, and [new donors] were just rolled into the regular solicitation cycle. That’s one of those ‘duh moments.’ If you’re a new donor to an organization, you want to find out what the organization is about.”