Cover Story: Gentle Persuaders
A kinder, back-to-basics approach to donor relations amounted to a 30 percent increase in contributions for D.C.’s Heritage Foundation.
Invitations to a President’s Club meeting don’t bring in many new members, but they make Heritage seem more real to those who already are on board.
“We don’t sell this event,” Walter says. “If you join, you’re invited. It sets up a different type of relationship. We’re not treating [a donor] as a walking pocketbook.”
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