The "Up and Out" Fallacy

So what should a fundraising manager do when a donor gives a significant, cumulative amount in a given year? Here are some ideas gleaned from my experience and that of my colleagues.

Identify significant donors
It’s true that some donors will percolate up from the masses and give much, much more. This is a good thing, and your fundraising program should encourage this type of upgrading. (By the way, it’s easier to upgrade giving by increasing a donor’s frequency of giving than by increasing his average gift.)