How An Art House Fundraiser Turned Members and Ticket Buyers into Donors
The Belcourt Theatre is a nonprofit cultural institution with deep roots in Nashville’s creative community. Known for presenting the best in independent, documentary, world, and repertory cinema, the Belcourt offers over 3,800 movie showings annually and has more than 150,000 visitors each year.
As the Belcourt’s cultural and community impact grew, so did the strain on its physical space. The beloved historic building had gone decades without significant upgrades, lacking the accessibility, safety, and capacity to support its expanding programs. While ticket sales and memberships had increased, the theatre had yet to cultivate a strong major giving program or run a capital campaign.
Challenge
A thriving mission, but no major gifts program
The Belcourt had never employed a full-time fundraiser, and more than 75% of its revenue came from program fees. Annual giving brought in financial support, but it wasn’t enough to fund the renovations the building required.
Consultants from Marts & Lundy conducted a feasibility study, revealing strong community support and the potential to raise millions if the theatre could identify and engage the right donors.
Solution
Data-driven fundraising strategy powered by DonorPerfect
To fuel its first-ever capital campaign, the Belcourt needed a smarter, more strategic approach to fundraising. By integrating DonorSearch and Agile Ticketing with DonorPerfect, the team turned existing audience data into actionable insights that guided every step of their campaign:
- Screened 9,000 patrons, members, and ticket buyers
- Discovered that over half had major giving potential
- Uncovered hidden relationships and ideal ask amounts
- Synced data into DonorPerfect to manage outreach, tracking, and stewardship
The theatre also rebranded to clarify its nonprofit status, helping community members see themselves as donors, not just patrons.
By identifying major gift prospects within its existing base and managing the campaign with DonorPerfect, the Belcourt raised $2.2 million from just 50 donors and ultimately increased its goal to $5 million.
Tools that powered the successful campaign
DonorPerfect – Campaign tracking, relationship management, and stewardship
DonorSearch – Integrated prospect research and wealth screening
Agile Ticketing – Integrated patron data and campaign list-building
Key results
With the help of data, technology, and personalized cultivation strategies, the Belcourt transformed its approach to fundraising, turning members and moviegoers into long-term supporters.
- $2.2 million raised from 50 major donors
- Original fundraising goal surpassed
- Full renovation and preservation project completed
- Revived and expanded their sustainable giving program (Hillsboro Society)
- Major gift pipeline established for long-term growth
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Related resources
Practivated Fundraising Conversation Practice
Major Gifts with Meaning Building Trust Through Human-Centered Fundraising
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