A new postal rule has significant impacts on how Year-End gifts will be processed this year and can make a big difference for your donors. Historically, letters have been postmarked when they were dropped off at your local post office, proving when a donation or other time-sensitive mailing had been received by the USPS. At Year End, a December 31st postmark allowed a gift to be recorded for the year it was mailed, even though it would have been received and processed in January of the following year.

However, in late 2025, a USPS regulation clarified that postmarks were to be applied at regional processing centers, not local post offices, which could be several days after a package is initially mailed.

What does this mean for Year-End giving? A gift mailed December 31st – or potentially even earlier – would receive a January postmark and be processed as a January contribution. This can shift the revenue from these gifts from December to January for your reporting. And, perhaps more importantly,  it means the donor’s gift may not be tax-deductible as they had hoped.

There are steps that donors can take to ensure their gift, mailed in late December, is dated correctly. They can request a “manual postmark” (or “local postmark”) to confirm the date the package is received by the post office. They can also purchase postage at the post office counter (not a kiosk), which will include the Postage Validation Imprint (PVI) with the date of the mailing. Donors can also send their gift by Certified or Registered mail, which will incur additional costs, or purchase a Certificate of Mailing, all of which confirm the date of mailing.

All of these require more effort, and in some cases expense, from the donor. Perhaps the easiest solution is to encourage donors to mail their gifts earlier and/or donate online. Organizations must clearly and regularly communicate these changes to their donors, potentially in e-newsletters, buckslips, or even dedicated communications to donors who have historically given late December gifts via mail. Communicating early and often will help ensure your donors don’t get an unpleasant surprise next January.

Have you ever heard someone say,  “We are such a small organization, we don’t have the resources for a Planned Giving program.” But the truth is, no organization can afford NOT to have a Planned Giving program.

The Great Wealth Transfer is happening now. An estimated $129 trillion is expected to be passed down from the Silent Generation and Baby Boomers to their heirs and charities over the next 10-20 years. 

While we wait for the Giving USA 2025 Report, last year’s report was a reminder of the importance of planned giving dollars in light of other declines. Of note, bequest giving was the only category to outpace inflation with a total of $42.68 billion.

Here’s the good news. Every organization can promote planned gifts. You don’t need to have a lawyer on staff. You don’t even need to be an expert on trusts or QCDs. You just need to start the conversation with your donors.

Here are Impact’s Eight Sure-Fire Planned Giving Tools that you need to get started:

1. Include a planned giving checkbox on every direct mail campaign and online donation forms when possible. “Please send me information about leaving a gift to [Your Organization Name] in my will, trust, or by beneficiary designation.”
2. Add an insert, often called a buckslip, in acknowledgment packages to promote planned giving with donor testimonials, sample will language, and more.
3. Feature legacy donors in articles in your donor newsletters and annual reports.
4. Produce a dedicated planned giving newsletter that shares mission impact stories and educates donors about the different types of planned gifts.
5. Send a survey (including a digital version) that asks questions about your donor’s involvement with the mission and if they would consider leaving a gift in their will, trust, or by beneficiary designation.
6. Promote planned gifts on Facebook, Instagram, and even through targeted digital advertising.
7. Invite board members and other volunteers to lead by example and leave their own gift to your organization.
8. Create easily accessible pages on your website where donors (and their advisors) can find sample language, tax identification numbers, and a contact person for planned giving assistance.

Questions?
We’d love to chat more and brainstorm together. Please reach out to learn more about how we can help you build your planned giving program.

In the AI era when you can generate an email or letter in under a minute with the right prompts, does investing in good fundraising writing still matter? If you believe that good writing is the product of sound thinking, the answer is a resounding YES! In his New York Times opinion piece, Frank Bruni wrote, “Good writing announces your seriousness, establishing you as someone capable of caring and discipline. But it’s not just a matter of show: The act of wrestling your thoughts into logical form, distilling them into comprehensible phrases and presenting them as persuasively and accessibly as possible is arguably the best test of those very thoughts.” 

For fundraisers, success in communications relies on persuasion. A message that simply reports the facts does nothing to spark action from your donors. Now more than ever, when bad content is ubiquitous, persuading someone to act requires a great story and a compelling case for giving. And for that, you need great writing from a great thinker. Lean into these core principles:

Elements of a Great Story:

• Tells me why it matters.
• Focuses on people (preferably one person), not statistics.
• Uses vivid details to make the story come to life.
• Tells the truth, even when it’s hard.
• Shows change and transformation.
• Makes your donor feel something.

Elements of a Strong Case for Giving:

• Creates an inspiring vision for change. How will the world be better when you succeed?
• Explains the problem you are trying to solve and inspires people to want to fix it.
• Establishes your organization’s capabilities and track record. Don’t be afraid to brag.
• Lays out your plan for change. Makes me believe it can work.
• Asks for investment and gives your donor a role to play.

Your messages do matter, so don’t stop writing. Write with passion, as if the future of the world depends on your words – because, in a very real sense, it does.

Dear Friend,

This is a challenging time when many of our clients and indeed the entire nonprofit sector are facing grave uncertainties. With wars abroad, escalating and growing inequity at home, and our social impact sector facing funding cuts and new Orwellian requirements to “qualify” for federal grants, these are indeed the times that try women’s (and men’s) souls.

Our team at Impact is focused on helping our clients navigate these times with tried-and-true campaigns that reliably perform, sprinkled with a dose of innovation and fresh ideas to move the needle. It is a privilege to partner with organizations that are advancing affordable housing, defending science, fighting for racial and economic justice, protecting the environment, and more.

While there is no one “right” way for organizations to respond in this moment, I want to share three tips to navigate these times:

1. QCDs! Boomers have their money in IRA accounts, and it is a tax-smart strategy for them to give it to you. We’re doing direct QCD appeals with our clients and getting smashing results.
2. Upgrade. Your donors get it. Give them credit for understanding the challenges and ask them to dig deep to help. Try higher ask strings, Rapid Response funds, ask for increased monthly amounts, and more.
3. Report Back. Your donors are desperate for good news right now. Don’t skimp on impact reporting. Tell them how you are holding the line and maybe even notching some wins.

Most importantly, don’t forget to take care of yourself and your team members. Your sustained action in the months ahead matters! So, pace yourself and be good to you.
If there is anything we can help you with, or if you just want to share how things are going at your organization, I’m always happy to hear from you. Drop me a line at kswayze@impactdc.com.

Warmly,
Kathy Swayze

We’ve all been there at one time or another… when economic changes, an uncertain political climate, or other external forces have led to lower response rates and decreased revenue. Typically, when revenues decline, the first thing you are asked to do is cut expenses. But where you cut can have big implications for the health of your file and impact potential revenue for years to come.

Here’s what NOT to do:

• DON’T cut your acquisition program. As one of the few non-revenue-generating programs (unless you are very lucky), it’s a tempting place to cut. You won’t notice the impact in revenue right away, but cutting even one to two acquisition campaigns in a fiscal year can have major impacts on your file size for years to come. By 3-5 years out, the lack of investment will be evident in a reduced number of donors and lower revenue. And the loss will continue to play out, with fewer donors to move up the pipeline to major or planned giving, having long-lasting ramifications.
• DON’T cut planned giving marketing. We’ve all heard the stories about a $50 donor who has been on the file for 15 years, who leaves a $1 million gift no one knew about. Those stories don’t just happen – it takes consistent planned giving marketing over many years to educate donors about legacy giving. Many donors simply don’t know the many options available, the potential tax savings, or how easy it can be to leave a bequest or a gift via beneficiary designation. As with cuts to acquisition, the effects will not be immediate, but in 7-10 years, the loss in potential planned giving revenue will be impossible to reverse.

 What can you do instead:

• DO target your message to the appropriate donors. By being more strategic on who you are mailing and what message they are receiving through data analysis and modeling, you can ensure the best donors receive the best message at the best time.
• DO show impact. When times are tough, donors want to know that they are choosing wisely. By communicating the impact of their giving, you remind the donor that their support is making a difference.

In fundraising, we are often so focused on the immediate returns or this year’s budget, but direct response fundraising is a long game. By looking ahead to what is best for the program for 3, 5, 10 years down the road, we can ensure the decisions we make today lead to a healthier file in the future.

You know the one about . . . if a tree falls in the forest and no one hears it; did it really make a sound? Here’s the nonprofit version. If you have a powerful campaign or story, but you are only talking to a small subset of people, is it really powerful? Did it make a sound? Crafting brilliant messages and telling great stories is important. But unless we are pushing the boundary of “who” is hearing those stories, we are wasting our potential for impact.

Repeat after me – communications is not overhead. It is an essential function of delivering your mission. A great communications team is a strategic team, and it needs strong investment and support at every level of your organization.

Sean Gibbons of the Communications Network articulated this well in an article in Stanford Social Innovation Review, “Halting climate change. Eradicating disease. Lifting up the arts. Ending poverty. At their core, foundations and nonprofits are in the business of developing and advancing big, bold ideas. If you want your ideas to take hold and win, you need to communicate and communicate well. It’s not an option anymore – it’s a necessity.”

Here are a few ways to lift up communications in your organization:

• When foundation funders want to support programs such as service delivery, litigation, advocacy, research, etc., challenge them to also include communications funding to tell the world about the work. Make this a part of every proposal. Begin to normalize the idea that this is an investment we MUST have with every project.
• Build a pipeline to allow content and stories to flow from the staff closest to the work. Too often, program staff find it burdensome to talk with fundraising and communications staff. They have frontline stories and impact data, but often don’t see it as part of their job to share it. Storytelling must be prioritized from the very top of your organization and may require new team structures to facilitate the process.
• Develop an organizational culture of communications. Train your staff and Board members in communications and storytelling. Make it part of everyone’s job description to know the organization’s key messages and to help them spread.

Stories move people to action. But only if they hear them. Increasing investment in strategic communications is one of the surest ways to accelerate mission impact.

Happy Giving Tuesday!

Impact is proud to uphold our tradition of making #GivingTuesday contributions in recognition of our dedicated team. Each member of the Impact staff selected a nonprofit to receive their personal #GivingTuesday gift.

Elizabeth Bruns, This Giving Tuesday, I’m donating to the Capital Area Food Bank. With cuts to SNAP and other food assistance programs, supporting local food banks has never been more critical. Food insecurity affects more than one in three people in the DC metropolitan area and has widespread impacts on physical and mental health, educational opportunities, and financial stability. The Capital Area Food Bank partners with local soup kitchens and food pantries to get food where it is needed most, as well as with organizations that provide job training and health care services. I’m happy to support the Capital Area Food Bank today and all year long.

Kathy Swayze This year, I am donating to Ayuda to support immigrant families in the DMV. This year, we have witnessed harmful rhetoric and outright violence against immigrant members of our community. Donating to organizations that serve immigrants is one small way to help.
Every Year, Ayuda provides a lifeline to more than 3,000 immigrant families across D.C, Maryland, and Virginia through legal aid, social services, language access, and advocacy.

Heather Slack-Ratiu In loving memory of my Dad… I am grateful for Meals on Wheels and the tremendous community of the Black River Senior Center. Thank you to the amazing volunteers who deliver meals and host community events for seniors.

Gosia Carter, I chose to donate to the Fund for Educational Excellence this year because the story of my friend, a counselor at a Baltimore City school, deeply moved me. Hearing about the daily struggles that teachers and students face made me want to help. The Fund for Educational Excellence works to close opportunity and equity gaps in Baltimore City Public Schools. They partner with the district, families, and community organizations to bring resources and support to students. Their mission aligns with my belief that every child deserves a fair chance to succeed, and I’m proud to contribute to that work.

Mary Abeson This Giving Tuesday, I would like to donate to Journe To, a Baltimore City non-profit organization dedicated to supporting those experiencing homelessness. During these terribly uncertain times, the homelessness epidemic is quickly spreading, and people are in need of assistance and life-saving/changing resources.

If you have not already done so, please open your heart and make a gift to an organization you admire. In these challenging times, every dollar helps.

Having worked in the social impact sector for more than three decades, I’m used to being skeptical when a media story breaks about charity waste, fraud, and abuse.

So, I was interested to dive into this book that investigated the fairness and accuracy of scathing reporting on the Wounded Warrior Project by 60 Minutes and the New York Times in 2016.

Doug White took on the task of digging for the truth. Mr. White is an author, teacher, and advisor to nonprofit organizations and philanthropists. He is also the former director of Columbia University’s Master of Science in Fundraising Management program. 

As you might expect, what White found in his investigation and interviews with countless stakeholders is that much of the criticism of the Wounded Warrior Project was unfounded.

And that those ultimately in charge of the charity, the Board of Directors, made poor decisions in the aftermath of the crisis.

The real losers in this story are, of course, the wounded veterans who depend on the Wounded Warrior Project. Military.com reported that the organization’s revenues declined from a peak of $373 million in 2015 to just $211 million in 2017.

Thankfully, the organization survived and is rebuilding to serve those warriors who depend on them for services the government cannot provide.

This book will make you mad, but it’s worth reading and offers important lessons for all charities and the philanthropists who support them.

The use of AI is top of mind for most organizations these days, especially how to make our work more efficient, while being conscientious of legal and ethical concerns. On May 21st, the DMAW hosted a Critical Conversation webinar, “The Next Evolution in Fundraising: Using AI Collaboratively Across Your Organization.” Led by Shawn Olds, Co-Founder and CEO of boodleAI, it explored the uses and limitations of AI for non-profits today.

No conversation about AI can start without a thorough understanding of the ethical and legal considerations – including how to prevent negative outcomes, knowledge of intellectual property rights, and identifying misinformation and fake content. 

Nonprofits use AI in two distinct ways: 

• Traditional AI involves using an organization’s own data for analysis and modeling to increase fundraising effectiveness. Olds shared several examples of successful data modeling, including the Air Force Academy Foundation, which increased the non-donor direct mail response rate by 6x by modeling their direct mail responsive donors and alumni.
• Unlike traditional AI, Generative AI uses vast amounts of outside data to assist with research, content generation, evaluation, idea generation, and many other tasks. For fundraising, this can include tailoring stewardship emails to donor interest, creating research and talking points for major donor conversations, and providing deep research on topics.

Organizations can take the first step by starting small, establishing AI leadership and best practices, integrating it into business practices, and looking into what AI assets are available through existing resources, such as your CRM. Here at Impact, our team is utilizing AI to increase productivity in administrative tasks, research, and brainstorming to allow us to spend more time focusing on important strategic and messaging work for our partners and their missions!

Earlier this year, I was reminded that no matter how long I’ve been writing fundraising copy (and it’s been a LOT of years!), there is always more to learn.  At this year’s Creative Day, Frank O’Brien delivered some “ah-ha” moments.

Have you ever wondered why sometimes you read a piece of fundraising copy, and while it’s technically correct and has good energy, it just doesn’t feel right? The answer, in many cases, is because it doesn’t fit the organization’s personality. It’s not using the right adjectives or tapping into the emotions that people expect from that organization.

O’Brien shared an excellent example of how personality works: “No one wants the ACLU to be warm and fuzzy; they want them to be tough as nails.” He outlined eight organizational personalities that are common in the social impact sector:

1. Bold and Activist
2. Determined and Reliable
3. Professional and Trustworthy
4. Creative and Innovative
5. Feisty and Risk-taking
6. Serious and Urgent
7. Optimistic and Hopeful

Of course, your organization may combine some of these personalities. You could be activist and trustworthy, for example. But the important point is to truly understand your organization’s personality and ensure that your marketing messages, words, and images reflect it. When your organization’s personality shines through in your copy, it helps donors say, “Hey, this sounds like me. I fit in here.”

Before you start writing your next newsletter or fundraising appeal, ask yourself, What is my organization’s personality?  How do our donors see us? What do they want from the organization? How do they expect us to sound? What are the emotions that drive them?

The copy you write after tackling those questions will be better copy and inspire your donors to action.  Get more great tips from Frank by signing up for his fabulous blog, O’Brien on Message. Happy writing!