Peeling the Onion

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.

Turnkey’s peer-to-peer clients describe Facebook fundraisers as a blessing and a curse. The money is great. It just shows up, which is both amazing and, well, great. Last year, Facebook fundraisers put over $300 million into the pockets of 750,000 nonprofit organizations...

Hear amazing peer-to-peer stories from P2P 201! You’ll hear more in direct interface with other attendees. The structure of the conference is built on storytelling, and not just from the stage. You’ll be in facilitated conversations with your peers, which you’ll tell your own stories and hear about experiences others have had that can help you...

Social norms provide the context for situations that typically account for 70 percent or more of the behaviors we see from constituents. In order to move our supporters, it’s important to understand them...

Matching donations is a tool that is regularly employed in nonprofit fundraising campaigns. Most of us believe that this appeal works, but without much empirical evidence. It’s mostly a gut feeling. Perhaps not surprisingly, research on matching donations is equivocal...

Most of us are familiar with “charity shaming” at the checkout. It’s where you’re asked if you’d like to donate to XYZ Charity, as you’re standing there paying for your merchandise with a bunch of other people around. Being put on the spot to make a donation in this way—even a small one—can feel disconcerting...

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