Foundation Critique Was Overstated and Contradictory

To the Editor:

The Chronicle was downright irresponsible with the writing of its article on telemarketing and the do-not-call law (“End of the Line,” September 18).

We feel that the law will only serve to enhance long-term results for organizations that are using personalized methodologies to raise philanthropic support for their legitimate causes. In essence, this law limits the number of calls that are made by bad and unethical telemarketers. The focus of the article should really not be about the anti-telemarketing climate, but rather about the climate in the country against telemarketers who make calls with predictive dialers, using minimum-wage labor, and keeping the majority of the revenues.

Advantage never used predictive dialers (nor do we now) with a pause before the callers introduce themselves. As a result, we do not experience any “abandonment rate” with our calls. We always state clearly the name of the organization and the fact that we are calling to ask for a pledge. In fact, we do it in writing before the call. We do not make cold calls to a prospect. We only work with institutions whose prospects have an identifiable relationship with the institution.

Lastly, we do not do commission-based fund raising of any kind.

Since our founding, our mission has always been clear and concise: “to develop a partnership with our clients that will nurture and enhance the existing relationship between the institution and its constituents.” The use of predictive dialers, abandonment rates, commission-based fund raising, and cold calling are not consistent with our mission and do not build relationships.

We have seen a drop of about 10 percent across the board in average gift sizes over the last year with our clients. However, the pledge rate has actually slightly increased across the board. That does not smell to me of constituencies who are upset at being called.

I say hooray for the new law. I believe when donors and members of organizations start receiving only the calls they care about, we will see results increase significantly because people will answer the phones more often and be more receptive to what your organization is saying.

Anthony R. Alonso
President
Advantage Consulting
Fairfield, N.J.