In this episode of Giving Growth, Greg Sobiech sits down with Chris Hoffman from Compassion International to discuss how nonprofits can think more like subscription businesses. Chris shares how the AARRR framework Acquisition, Activation, Retention, Referral, Revenue adapted from B2C SaaS, applies directly to donor lifecycle strategy.

Using real world examples from Compassion’s experiential marketing programs, Chris explains how deeply understanding donor needs and journey mapping can unlock new growth. From improving time to first-touch metrics to leveraging peer referrals and AI-driven donor summaries, this episode is a masterclass in growth thinking for nonprofits.

What You'll Learn:

• Why revenue is a lagging indicator and what to focus on instead
• How the AARRR framework translates to donor lifecycle strategy
• The role of experiential marketing in donor acquisition
• How to shorten time-to-impact for new donors
• The power of donor letters in driving retention
• Examples of leading KPIs that nonprofits can track
• How to operationalize moves management from mass to major gifts
• Why AI and summarization tools are critical to better donor engagement

Guest Bio: Chris Hoffman is Staff Product and Product Marketing Manager at Compassion International. With a background in B2C growth marketing and product development, Chris brings a unique perspective to the nonprofit sector, helping Compassion grow its recurring revenue through donor centric, data-driven strategies.

Listen if you work in:

• Nonprofit leadership
• Development & fundraising
• Donor engagement
• Marketing or product in charitable organizations
• Data and digital transformation in the social impact space

In this episode of Giving Growth, Greg Sobiech sits down with Crashonda Andrew, Senior Vice President of Global Philanthropy at United Way Worldwide, to unpack the evolving role of philanthropy in a post-COVID, equity-driven world.

Crashonda shares what it takes to build sustainable donor relationships, how large institutions are reimagining global impact, and why equity must be a strategic driver—not just a buzzword.

They discuss:

• Why trust-based philanthropy is more than a trend
• The role of data in building smarter donor strategies
• Lessons from managing relationships across 1,100+ United Way chapters
• How to future-proof your fundraising efforts
• What corporate partners are really looking for today

Whether you're a nonprofit leader, institutional donor, or B2B brand in the impact space, this episode will leave you thinking differently about growth, partnership, and purpose.

Summary

The conversation explores the transformative journey of USA for UNHCR in adapting their donor engagement strategies following a significant influx of new donors due to the Ukraine crisis. The discussion highlights the importance of understanding donor retention challenges, building a stewardship team, and focusing on non-financial engagement to foster long-term relationships.

Additionally, the conversation delves into the significance of strategic planning, organizational culture, and accountability in achieving ambitious goals. In this conversation, the speakers discuss the iterative nature of strategic planning within organizations, emphasizing the importance of empowering leadership and fostering cross-departmental collaboration.

They highlight the need for trust-building within teams to ensure accountability and effective implementation of goals. The conversation also delves into the significance of donor engagement and retention strategies, particularly in the context of increasing humanitarian needs and decreasing public sector funding. Finally, they address the risks associated with funding in the humanitarian sector and the potential for breakthroughs amidst challenges.

Takeaways

1. USA for UNHCR gained 100,000 new donors due to the Ukraine crisis.
2. Initial focus on donor retention was not effective.
3. Segmentation of donors is crucial for tailored engagement.
4. Non-financial engagement can build stronger donor relationships.

Chapters

00:00 Transforming Donor Engagement

03:13 Strategic Planning and Organizational Change

05:56 Understanding Donor Retention Challenges

08:55 Building a Stewardship Team

12:05 The Importance of Process and Infrastructure

15:08 Segmenting Donors for Better Engagement

17:58 Non-Financial Engagement Strategies

20:59 Building Trust in Leadership

23:45 Accountability and Organizational Culture

29:02 Iterative Strategic Planning

31:02 Empowering Leadership and Cross-Departmental Collaboration

34:41 Building Trust and Accountability in Teams

40:59 The Importance of Donor Engagement and Retention

49:48 Navigating Risks in Humanitarian Funding