Charles Cadigan

If you're going to add the phone to your fund-raising arsenal, when and where does it make sense? "The phone should be in addition to any direct mail you are doing," says Tim Twardowski, executive vice president of InfoCision Management Corp., an Akron, OH, telemarketing agency with more than 150 nonprofit clients including the Salvation Army, and other health, fraternal and political organizations. For fund raisers, he says, "the goal with telemarketing should be to generate incremental income for the organization." Charles Cadigan, vice president and senior strategist at Epsilon, agrees, explaining, "Some would argue that you should take dollars away

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