Katrina VanHuss and Otis Fulton

Katrina VanHuss and Otis Fulton

Katrina VanHuss has been instilling passion in volunteer fundraisers since 1989 when she founded Turnkey. Otis joined in the fun in 2013 as Turnkey’s resident human behavior expert. One thing led to another, and now as a married couple, they almost never stop talking about fundraising, volunteerism and human decision-making, much to the chagrin of most dinner companions.

Through their work at Turnkey, the pair works with the likes of the American Lung Association, Best Buddies, Leukemia & Lymphoma Society and the Cystic Fibrosis Foundation, using human behavioral tendencies and recognition to create attachment and high fundraising in volunteers.

Katrina and Otis present regularly at clients’ national conferences, as well as at BBCon, NonProfit Pro P2P and Peer to Peer Forum, and are the co-authors of the 2017 book, Dollar Dash. They live in Richmond, Va.

4% Increase in Revenue: The Easy Way

We were listening to a presentation at the NonProfit PRO Peer-to-Peer Conference in Washington D.C. last week when the topic of “suggested fundraising” amounts came up. There is a lot of thought given to registration fees (don’t do it!) and minimum fundraising requirements...

Personalization Is More Than a First Name in the Salutation

What does it mean to make it more personal? We don’t mean personalizing salutations, using segmentation or even using behaviorally triggered automated-marketing tools (although you definitely want to do all those things)...

Fire the Entire Management Team? Sometimes It’s Necessary

Sometimes, a nonprofit’s fundraising seems to go into a death spiral. Revenue isn’t just flat, it’s declining. The interventions attempted don’t work, and “big change” ideas won’t fly. Losses keep piling up no matter what senior management does to stem the bleeding. Firing the entire management team might be the only answer. Understanding why that is true could save your job...

4 Keys to Designing Better Surveys

If you want to prove a point, nothing is better than a survey. You can, as you likely know, get any result you want by positioning the questions carefully. Today, it’s easy for anyone to put together and send out a survey using tools like SurveyMonkey...

Why I Care About Your Cause, But Don’t Donate

My father, Jack Fulton, died four years ago due to complications from Parkinson’s disease. During the last five years of his life, I was his primary support system, taking him to and from doctor’s appointments, coordinating registered nurse visits, going to the grocery store and helping him with all the other necessities, so that he could live in his home...

What ‘The Big Short’ Can Teach You About Increasing Revenue

In the past 30 years, the way that economists understand people’s behavior has undergone a revolution. While classical economics is based on the notion that people act with rational self-interest, many of their decisions seem far from rational. Behavioral economics was born out of the necessity to explain these seemingly irrational choices...

Implicit Bias Is Everywhere (Even Rural Virginia)

In the last few years, the term “implicit bias” has gone mainstream, and the idea has infiltrated even the backwoods of Virginia. Otis and I talk about this kind of stuff almost every day in our home life and at work. So, implicit bias was on my mind last Sunday as I drove home three hours to go to church with my dad. We sat on the back pew, as is my family’s way...

What Nonprofits Can Learn From the NFL

Former NFL Super Bowl quarterback Colin Kaepernick was a lone nut. He was the guy who famously took a knee during the playing of the National Anthem before games to protest discrimination and brutality against minorities by police. The events of the past week transformed him from a lone nut into the leader of a movement...

Understand What Your Volunteers Need From Your Nonprofit

Remember Maslow’s hierarchy of needs? Just about everybody got a dose of Maslow somewhere along the line, either in high school social studies class, or college psychology or sociology courses. And if it somehow slipped by you in school, you may have read about it in management or productivity books. Even books on project management talk about it...

Tell Your Nonprofit’s Story Like Apple

Recently, we spent a day and a half with a couple of dozen chief marketing officers from nonprofits around the U.S. Unlike chief development officers, who stay awake at night thinking about generating revenue, CMOs are charged with the care and feeding of their nonprofit’s brand—the way that their mission is presented to the public...

3 Winning P2P Strategies You Should Steal

What if you could send hundreds of volunteer ambassadors into the community to recruit for your walk? What if you could deliver on parts of your mission promise at the same time? At least one nonprofit does just that...

What Nonprofits Can Learn From Houston

Recently, people throughout the U.S. watched the saga of people using their own small boats to rescue complete strangers. They did so, disregarding their own well being, performing repeated acts of heroism…

How to Attract More Men to Your Mission

There isn’t a “more helpful” sex; both men and women help others. But the gender difference in the peer-to-peer realm is stark—women participate and fundraise at significantly higher levels than men do...

Charlottesville: The Art and the Crime of Polarization

We watched in horror as Charlottesville, Va., erupted into violence this past week. Otis graduated from the University of Virginia (UVA) in 1979. There, he met the Dalai Lama, he met students of diverse backgrounds, he played basketball on a diverse team and he became a Buddhist…