Direct Response

If there were to be crowned a Richard Simmons of nonprofit fundraising in the United States, ASPCA Senior Vice President of Development and Communications Jo Sullivan just might fill those sequined short-shorts.

A professor stood before his class, picked up a large jar and filled it with golf balls. He asked his students if the jar was full. They agreed it was.

Then he poured pebbles into the jar. The pebbles rolled into the open areas between the golf balls. Again he asked if the jar was full, and the students responded, “Yes.” Next he poured sand into the jar, and it filled up everything else. Again he asked the students if the jar was full, and they said, “Yes.”

For years, Washington, D.C.-based The Humane Society of the United States ignored the Internet’s full potential to reach donors and supporters.

Here’s the situation we found ourselves in: HSUS’ Web site in April 2003 had been transferred to its third department in five years. While the site was graphically appealing and content rich, it ran on proprietary software developed by a company that no longer was in business.

Two months from now, President George W. Bush and Massachusetts Sen. John Kerry will wage their final battle for the White House, capping off an emotionally charged, hard-driving election campaign that has seized American consciousness like no other.

To illustrate, consider that when George H.W. Bush ran for re-election against Bill Clinton in 1992, he didn’t mention him by name until July. And in 1996, Clinton didn’t mention Bob Dole by name until August. This time around, the candidates traded barbs as early as Super Tuesday in March.