The American Diabetes Association has fundraising down to an art and a science

By Margaret Battistelli Gardner

As managing director of direct marketing, Joanne DelGiorno is the person who most often turns over her hard-earned donor names.

“The direct response marketing department has objectives to meet to make sure that we’re cultivating donors to move up the pyramid so we can pass them up to the next level of major gifts,” she explains. “We have a comfort level with doing that because we know that the major-gift staff would handle them with a personalized touch that we couldn’t give them using direct response techniques.