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Research & Insights


Pipeline development must begin at the beginning: with a robust, active discovery operation. Yet the need for high prospect assignment rates and the tendency for MGOs to “claim” prospects mean that large groups of prospects sit in portfolios unattended. To take advantage of their untapped potential, forward-thinking advancement leaders are focusing on the barriers preventing MGOs from doing discovery: MGOs’ distrust of newly assigned prospects’ potential, their discouragingly low outreach hit rate, and the distractions created by the “tyranny…

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Fundraising revenues have soared in recent years, powered by mega-gifts at the top of the giving pyramid. Yet a look behind the scenes reveals profound unsustainability. Fewer donors contribute a greater share of total returns, and advancement struggles to build a pipeline of new major gift prospects. Related video Hear about pipeline development from our…

It’s no secret the old unrestricted annual fund hasn’t fared well in recent years. Unrestricted revenue has barely held steady in the past decade—in fact, after factoring in inflation, it’s declined—all while donor-designated giving has surged. These trends come as no surprise to my EAB colleagues and me. Much of our research has focused on…

Today’s major and principal gift donors think differently about their philanthropy and the organizations they choose to support. Acting more like investors, they are interested in substance and are strategic and thoughtful about their giving. To continue to secure investments, campus leadership and advancement teams must work to convince donors that higher education is a…

The days of in-person event programming serving as the central pillar of engagement strategy are nearing an end. Creating digital programming that requires active participation, but not much time, is the key to engaging today’s time-pressed alumni.  There are two fundamental approaches to digitizing active engagement. First, apply digital force-multipliers to in-person events, such as livestreaming popular events to a remote audience.  Second, engineer micro-engagement opportunities online, which can involve a range of opportunities, from contributing memories to a virtual…


About the Webconference Campaign timelines are getting longer and goals are larger than ever. But 77% of high net worth individuals chose not to contribute to campaigns in 2016. This webconference will share best practices to ensure that campaigns remain compelling for donors at all levels.

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