The Truth About Lapsed Donors
When we talk about “lapsed donors,” the first question we should ask is: Does the donor think they’re lapsed?
Most of the systems nonprofits use — LYBUNT, SYBUNT, annual giving cycles — make sense to us. They help us organize strategy, segment lists, and track progress. But donors rarely think of their giving in those terms. Many see themselves simply as supporters of the mission, not as people who are expected to give every 12 months on the dot.
So when someone doesn’t give again right away, it may not be a lapse in their mind. It may just be normal life.
Another key question: Did we actually ask them? Not hinted, not implied, not buried in a newsletter — but asked clearly, directly, and specifically.
And then there’s the part we often forget: we don’t know what’s happening in their lives. I call this the burst pipe philosophy. A donor may have every intention of giving again — but then their pipe bursts, or their car breaks down, or something wonderful or tragic happens that shifts their focus and their finances. Life intervenes, and giving pauses.
We have to make space for that. The moment we start expecting donors to give, we’ve crossed into a mindset that doesn’t serve anyone. Fundraising becomes a dues system instead of an invitation to join a mission.
People give when they’re inspired, when they’re asked well, and when their lives allow them to. They pause when life demands it. And they return when the connection still feels meaningful.
Our job is to keep that connection alive — not to assume the worst when someone’s timeline doesn’t match our database.
How do you approach "lapsed" donors?
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