Our Impact
Case Study 1 – Acquisition
The goal was to bring in new donors to raise money to support the care of elephants that had been used for entertainment, circuses, and zoos. However, the organization had no history of direct mail fundraising and was averse to deficit acquisition costs.
Our challenge was to develop a package that would be opened immediately, that would encourage an immediate donation, and that asked for a low enough contribution that there would be enough donors to cover the acquisition costs.
SOLUTION:
We developed a direct mail acquisition package which mailed to like-kind outside lists. To create an emotional relationship between the subject, elephants, and the donors, we used the authentic and direct voice of the executive director, included photos of the elephants in their new sanctuary, and spoke about the special relationships between the elephants, which were at times almost human. And because of this emotional connection, it was easier to convey the urgency of the ask.
We used an oversized package with a stunning photo that helped state the urgency, the emotions, and the compelling need to recipients immediately.
RESULT:
The acquisition package resonated so well with people that it netted a profit, which is almost unheard of today with the high costs of postage, which have risen dramatically in the last 20 years.
Case Study 2 – Member Appeal
The goal was to convince the corporate giant Mitsubishi to back out of building a salt works plant in the pristine gray whale nursery in Baja. The challenge was creating enough consumer pressure to get the corporation to back down from their project.
SOLUTION:
We created a direct mail package which mailed to members of the organization and included a petition and consumer pressure language asking the corporation to abandon the project.
RESULT:
The mailing and petition were successful in getting Mitsubishi to back out of the project and the gray whale nursery remains a safe place for gray whales to give birth every year. It is now a World Heritage Site.
Case Study 3 – Planned Giving
A nonprofit organization with a file size range of 17,000-23,000 was looking to permanently securitize their preservation efforts through legacy giving. The challenge was finding a way to connect with donors and find a mailing that would yield sustainable giving.
SOLUTION:
We developed a dedicated bequest mailing once a year, which was written in a direct and personal way, from the president of the organization. It included a matching gift from a board member. The mailing targeted donors of all sizes. We performed an analysis of their donors and decided that all gifts over $100 should be put into a major gift drive with the idea that a bequest gift could come from a donor of any size. The major gift drive was complemented by stewardship and private events with the president.
(35 million endowment campaign launched with a leading matching gift of 10 million from a board member.)
RESULT:
The bequest program has been highly successful. The small nonprofit organization, with a staff of roughly 25, now has over 65 million in endowments.