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Hospice Foundation "Next Generation" Donor Acquisition Strategy

Last Updated: 04/28/2026

Case Organization

Center for Hospice Care

https://www.cfhcare.org

501 Comfort Pl, Mishawaka, IN 46545, USA

101-500

Case Contributors

Cyndy Searfoss

Director of Education & Collaborative Partnerships @ Center For Hospice Care for 15 year(s)

in/cyndy-searfoss-2313327

Case Disciplines

Growth Strategy Talent Management

Skills & Expertise

Behavioral Analysis of Donors Benchmarking Fundraising Campaigns Brand Messaging and Positioning Campaign Planning and Execution Competitive Analysis of Nonprofits Content Strategy for Donor Engagement Critical Review and Validation of AI-Assisted Outputs Customer (Donor) Lifetime Value Analysis Data Collection and Analysis Data Visualization and Reporting Digital Marketing and Social Media Strategy Donor Acquisition Strategy Donor Journey Mapping Donor Segmentation and Persona Development Email Marketing and Campaign Design Event and Community Engagement Strategy Excel or Google Sheets for Data Analysis Generative AI for Campaign Ideation and Messaging Support Google Docs for Strategy Development Google Slides or PowerPoint for Presentations KPI Development and Donor Engagement Metrics Local Outreach and Community Mapping Market Research on Giving Trends Nonprofit Fundraising Strategy Partnership and Advisory Group Development Storytelling and Impact Communication Strategic Communication and Persuasive Writing

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Background & Objective

The challenge or opportunity you are trying to address for the organization.

Identify "next generation donors" (individuals aged 45 and under) to the Hospice Foundation.
Learning Objectives

This is what students will learn as they complete the case.

As nonprofit organizations look to ensure long-term sustainability, engaging younger donor segments requires rethinking traditional fundraising approaches and aligning outreach with evolving values, behaviors, and digital habits. In this case, students take on the role of nonprofit growth and fundraising strategists to help the Hospice Foundation identify, attract, and retain “next-generation donors.” By combining donor research, segmentation, and campaign design, students will develop a targeted acquisition strategy that builds meaningful, long-term donor relationships. 
Students completing this case will be able to: 
  • Analyze giving behaviors, motivations, and engagement patterns of donors aged 25–45 to identify key drivers of philanthropic participation. 
  • Evaluate the organization’s current donor base and outreach strategies to uncover gaps in engaging younger demographics. 
  • Assess how life stage, values, and digital behaviors influence donor decision-making and long-term engagement potential. 
  • Develop detailed donor personas that capture motivations, preferred communication channels, and triggers for engagement. 
  • Compare successful donor acquisition strategies used by other nonprofits targeting younger audiences to identify transferable tactics and differentiation opportunities. 
  • Design a targeted donor acquisition strategy that aligns messaging, programs, and outreach channels with the interests and values of next-generation donors. 
  • Prioritize engagement tactics—including events, storytelling, digital campaigns, and community-based outreach—that drive participation and sustained involvement. 
  • Model how different outreach strategies can impact donor acquisition metrics such as conversion rates, engagement levels, and long-term retention. 
  • Synthesize research, personas, and campaign strategies into a cohesive plan that enables the Hospice Foundation to attract, engage, and retain a new generation of donors.
Key Action Items

These are activities and action items you might want to complete in order to achieve the expected outcomes.

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