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Love the Ones You’re With: A Strategy for Thriving in 2025

February 11, 2024
Eric Nelson by Eric Nelson

February brings thoughts of love, but in the arts sector, how do we invest in the relationships that lovingly sustain our organizations? As we step through Valentine’s Day and deeper into 2025, two pressing questions are surfacing across the field:

1. How can we grow revenue quickly enough to keep pace with rising costs?

2. With fundraising still lagging behind pre-pandemic levels, how do we inspire more donors to give?

These challenges demand strategic action. But instead of searching for new audiences or quick fixes, the answer may lie closer than we think: love the ones you’re with.

The Data Behind Sustainable Growth

At TRG Arts, we’ve studied the organizations that rebounded the fastest from major financial crises—both after the 2008 recession and in the wake of the COVID-19 pandemic. The key factor that set them apart? They leaned into their existing audiences, prioritizing recency and frequency.

Rather than relying solely on acquiring new audiences, they strengthened their relationships with those already in their database. They moved patrons up the loyalty ladder, creating a sustainable foundation for both earned and contributed revenue.

This approach isn’t just a short-term fix—it’s a long-term strategy that builds resilience. Organizations that focus on recency (getting patrons back in the door) and frequency (encouraging repeat attendance) create a more engaged, financially stable audience base.

What Does This Mean for Arts Leaders?

For Marketing & Development Teams:

  • Are your strategies nurturing long-term relationships, not just one-time transactions?
  • Are you investing enough in the middle of your pipeline—not just acquisition or high-level donors, but the people who could become your next subscribers, members, or major supporters?
  • For Artistic & Executive Directors:

  • Are you providing the resources and incentives for your teams to invest in loyalty-building strategies?
  • Are you programming seasons that encourage audiences to return multiple times within the same year, fostering habit and deeper engagement?
  • Investing in Loyalty for a Stronger Future

    The arts sector is facing an uncertain fundraising landscape, with governmental support in question and donor behavior shifting. That’s why building sustainable revenue through audience loyalty is more critical than ever.

    If you’re an artistic or executive leader looking to explore these strategies in depth, I invite you to join me and TRG CEO Jill S. Robinson at our Executive Summit in Colorado Springs, July 23-24. Limited spots remain—click below for more details.

    And if you’d like to explore your organization’s specific challenges, I offer free consultation hours to brainstorm strategies with you. Let’s identify the gaps and build a plan to strengthen your revenue and audience relationships.

    Happy February—love the ones you're with!

    Check out these additional resources

    Ticket Sales and Revenues are Up - Why Does it Hurt?

    TRG Arts' Benchmark data reveals 2023 was a soaring year even compared with 2019. But we know from our conversations with the sector that it doesn't really feel that way. Let's get to the bottom of why even though your teams are putting on more shows, selling more tickets, and finding more audiences than even before the pandemic, everything still feels like a challenge.

    10 Things Your Patrons Need on their Journey to Becoming Donors

    One of the most pivotal moments in the journey of your patrons is the leap from mere transacting to giving. Understanding this transition from audience member to donor is key for arts administrators seeking to secure sustainable support for their organization. Donors are not just financial benefactors; they are integral partners whose contributions include advocacy, volunteerism, and community building. This article explores 10 essential strategies for attracting, engaging, and retaining donors, so that you can amplify the indispensable role they play in ensuring the vitality and longevity of your performing arts organization.