Donor Behavior is Changing
- Two decades ago, 80 percent of giving came from 20 percent of donors
- By 1995, 10 percent of the donors were giving 90 percent of the contributions
- Today, 5 percent of the donors are contributing 95 percent of the funds
The Donor Pyramid
Mega Gifts
Direct mail is ineffective
The SCA approach is uniquely effective
Major Gifts
Direct mail is less efficient
The SCA approach is highly effective
Maintenance Gifts
Direct mail is efficient