Capitalizing on the "Overlooked Middle": How Donor Relations Can Drive Renewals and Upgrades from Mid-Level Donors
Friday, September 19
1:15 - 2:15 PM


Major gift pipelines don't fill themselves. Donors in gift officer portfolios have typically given for a decade or more. Throughout that time, their feelings toward their philanthropic investments are shaped by donor relations professionals. Yet too many advancement shops pay minimal attention to the mid-level donors who are most likely to consider making major gifts. Some institutions have begun to take a more personalized approach to mid-level donor relations through volunteer-driven stewardship, exclusive digital engagement, impact-focused advisory boards, and other strategies. These approaches boost retention, accelerate upgrades, and ultimately ensure that donors move reliably toward impactful, transformative giving.

Audience Expertise Level: Suitable for all levels
Shop Size: Suitable for any size shop


Jeff Martin

Jeff Martin is a Senior Research Analyst with the Education Advisory Board, a best practice research firm based in Washington, D.C. He has led research studies on donor retention, donor relations, student philanthropy, social media fundraising, crowdfunding, mobile giving, and alumni relations. He is currently compiling a publication and resource center on maximizing lifetime donor value. Mr. Martin received a bachelor's degree in history from Brown University.