Sustainable Fundraising Practices

How I get new individual donors (my entire strategy) People think to get new major donors, you need:  - huge brand - big marketing department - gala with celebrity co-chairs and host committee - paid ads - lots of media Here’s my 4-part method (that includes none of that 👆) that’s helped me and my clients raise $66M and counting from individual donors. (Nothing wrong with any of that stuff, it’s just all very difficult to manage, expensive and time-consuming - and good for you if it works for you!) Part 1/4: Referrals ➡️ Ask current donors ➡️ Ask board members ➡️ Ask email subscribers to share the email with a friend I tack a referral ask onto every conversation that I think “goes well” If the donor is all in, then they are likely to intro us to someone else. Easy. Btw, this usually creates more work for me with all the new intros, so I don’t have as much pressure for parts 2-4 to work right away. Part 2/4: Zero-Cost Intimate Gatherings (hosted by donor, board member) What the nonprofit does: (Me)  - Guide the host on the right “who” to invite  - Advise the host on how to share from their heart What the donor or board member does: (Them)  - Plans, executes, and pays for the whole thing  - Invites their network to their home It’s personal. It’s intimate. More people /= better.  We’re going for the RIGHT FIT people. I do this 4x a year. Bada-Bing Bada-Boom.  New major donor pipeline. Part 3/4: LinkedIn: Organic Posts & Outbound Outreach I write about the nonprofit like it’s my job. - My first-hand experience blog-post style on a “vision trip” - Most compelling impact stats and “story of 1” with photos  - Big picture thought leadership stuff I do this 2-3x a week. I connect with people who: 1. Look like the ideal donor profile 2. Mutual connections with my current donors and board members Ideal donor profile: (for example)  - CEO or C-suite of mid-size company  - Generous (volunteer history)  - Cares about [issue or cause] If I need more donors, I’d send 50-100 connects a day. Part 4/4: Convert Raving Fans I look at all the people involved  Who haven’t donated in the last 6-12 months ✅ Event attendees  ✅ Volunteers  ✅ Email subscribers who clicked  ✅ Social media commenters and followers I reach out, gauge interest, and ask them to donate. I do this 1x a week. That’s it. This 4-part method is what I teach my clients with templates and coaching along the way. My client shared with me last week she did this method, and here’s the update: - Donor-hosted event 1 month away with a $250,000 goal, they’ve already raised $150,000 for - the host is giving $50k with new people attending  - Got 20 meetings with new people connected to current supporters and interested in getting more involved (she did 100 outreach connects total) All this in just 6 months. This is an organization with a $1M budget in Indiana, and the ED is the sole fundraiser. If you’d like help with this, let me know. 

Writing grants shouldn’t cost you all your evenings and weekends. (No, you don't need AI to achieve this!) In this week’s issue of Motivated Academic, I break down my approach to writing grants without burnout. Key takeaways: 1. Bank your bricks Build a “Grant Bank” of reusable paragraphs—project summaries, impact statements, budget shells. → Cuts first-draft time by 50%. 2. Outline before you type Spend 90 minutes mapping Problem ▶ Solution ▶ Impact ▶ Why You. → No more blank-page paralysis. 3. Draft in three passes • Dump (write fast) • Logic (tighten arguments) • Polish (tone & format) → Maintains high momentum and lowers perfectionism. 4. Validate early, recycle always Pitch a 2-page mini-proposal to a mentor or funder contact. If it’s a “no,” pivot the same bricks to the next call - nothing wasted. Result: stronger proposals, fewer all-nighters, energy left for the rest of your life. P.S. There are some occasions where funding calls are announced with extremely short deadlines, and putting together a high-quality proposal is only possible when we work longer hours. Either way, having a grant bank helps to expedite this process. #Research #Scientist #Science #Funding #GrantWriting #HigherEd #ResearchFunding #PhD #Postdoc #Professor

Nonprofits, if I had to build a high-impact donor pipeline today, this is what I would do: 1. Stop spending hours on endless cold emails. Start leveraging LinkedIn intentionally. Imagine this: You spend just 10 minutes a day engaging on LinkedIn, commenting on relevant posts, sharing quick updates, and responding to messages. Sounds simple, right? That small, consistent effort can make your nonprofit way more visible to corporate partners. Instead of: • Drafting long pitch emails that go unread. Try: • Leaving a thoughtful comment on a donor’s recent post. • Sharing a quick win from your nonprofit. • Tagging partners when celebrating a milestone. 2. Be strategic, not sporadic. Consistency builds credibility. Ten minutes a day adds up, not just in activity but in perception. Corporate donors notice the nonprofits that consistently share insights, updates, and impact stories. Instead of: • Dumping content once a month. Try: • Setting a daily routine: • 3 minutes engaging with existing partners. • 4 minutes commenting on posts relevant to your cause. • 3 minutes sharing a quick story or insight. 3. Make your profile a donor magnet. If your LinkedIn page looks neglected or outdated, donors might assume the same about your organization. Use those 10 minutes to keep your profile fresh: • Update your headline to reflect your mission. • Post a short update on a recent success. • Share an upcoming event or partnership. 4. Data-driven posts make an impression. Corporate donors love numbers. Use your quick daily check-in to share bite-sized data points: • “In the past month, we’ve served 500 meals to families in need.” • “Our community engagement grew by 30% this quarter.” 5. Connect with purpose. LinkedIn isn’t just for broadcasting, it’s for building relationships. Ten minutes a day, spent intentionally, can mean the difference between being noticed and being ignored. • Tag a partner to thank them for their support. • Highlight a corporate sponsor’s community initiative. • Join conversations on topics your donors care about. Consistent LinkedIn habits can make your donor pipeline thrive. Want to learn how to build a LinkedIn presence that attracts corporate partners? Comment “Pipeline” and I’ll be happy to provide you a free resource on our approach! With purpose and impact, Mario

For nonprofit organizations, putting all your eggs in the 'major donor' basket can be a risky move. 🥚🧺 While those big checks make a big impact, an over-reliance on them leaves nonprofits vulnerable. Why? Because priorities change, circumstances shift, and suddenly, a mission-critical source of funding can evaporate overnight. 🔑 Key takeaway? Diversify your donor base. Here's why: 1. Security in Uncertainty: We've seen it firsthand during the pandemic. Even as 40% of donors faced financial challenges, small-dollar donations surged by over 15%. The collective power of many can often eclipse the might of a few. 2. Consistent Engagement: Fostering a community of diverse donors leads to more touchpoints, more engagement opportunities, and a more resilient connection with your cause. 3. Sustainability: Just as a well-diversified portfolio protects investors, a varied donor pool ensures long-term stability for nonprofits. It's not just about weathering storms, but thriving amidst them. Are you tapping into the power of a diversified donor base? Your mission's longevity might depend on it.

Stop Chasing Billionaires and Multi-Millionaires: Mid-Level Donors Are Your Fastest Path to 7-Figure Growth Nonprofits spend too many hours cultivating ultra-high-net-worth prospects who rarely convert. Meanwhile, donors giving $500–$5,000 quietly fund the mission, compounding faster than any billionaire pipeline ever will. Here’s the math: - Retention wins. Repeat donors at mid-level hold 69% retention, while new-donor retention languishes below 20%. - Compound growth. In a five-year window, committed mid-level supporters increase lifetime value by 1,500%—averaging $3,034 each—without a single “transformational” ask. - Lower friction. High acquisition costs and <14% retention for entry-level givers make mass‐mail recruiting a money pit. Mid-level donors are already past the trust threshold. Why the Middle Moves Millions - Predictable cash flow. Monthly or quarterly mid-level gifts smooth the revenue curve, funding program expansion today. - Prime upgrade pool. They are statistically the most likely source of your next $50k+ commitment, bequest, or DAF grant. - Community catalytic. Mid-level ambassadors bring social proof that unlocks peer influence far beyond their own checkbooks. 3-Steps to Hit 7 Figures - Segment and name the tier. Create a branded society (e.g., Momentum Circle) with a starting price of $1,000/year. - Deliver concierge stewardship. Personal thank-you videos, insider briefings, and surprise impact updates keep retention sticky. - Map an intentional runway. Calendar two value-adds (education calls, backstage tours) for every solicitation, then invite the top decile to a vision dinner where major-gift conversations begin. Stop treating mid-level donors as a layover on the way to the C-suite. Treat them as partners and watch seven-figure growth emerge from the center of your pyramid, no billionaires required. #Fundraising #CharitableGiving #Philanthropy #Nonprofits #Donors

With 20 years of professional fundraising in Canada and now 5 years working with NGOs across Europe from Berlin, I’ve noticed something that keeps coming up in conversations with fellow fundraisers: Many European organizations don’t have dedicated fundraising teams. Instead, they rely on already-busy project managers to chase grants, manage donors, and write proposals—on top of delivering their actual programs. Sound familiar? I hear it all the time: “Fundraising is only about 20% of my role.” But in reality, it often eats up 50–60% of their time. The result? - Reactive fundraising—jumping at every warm lead - Donor relationships tied to one project, not the whole organization - Little to no time for pipeline building or stewardship - Exhausted PMs, frustrated donors, and inconsistent funding It’s a cycle that burns people out and holds nonprofits back from growing their impact. So what’s the fix? I believe it’s building a centralized, professional fundraising team—people who live and breathe donor relationships, pipeline strategy, and long-term stewardship. This isn’t about adding bureaucracy. It’s about clarity: - Fundraisers own donor relationships - Project managers own program delivery - They work together, not over each other With the right systems (like a CRM and aligned KPIs) and clear roles, magic happens: - Donors see the full vision of your org, not just one project - Pipelines stay full, predictable, and healthy - Project managers can focus on what they do best - Funding yields can grow by 30–50% through consistent nurturing Most importantly, it lets everyone do their best work—without the burnout. Have you seen this dynamic in your organization? What’s worked (or not worked) for you? #Nonprofit #Fundraising #SocialImpact #NGOLeadership #NonprofitStrategy #Philanthropy #Fundraiser

For nonprofit organizations, grants are a vital avenue for funding their endeavors and driving positive social change. Yet, beyond the meticulous crafting of proposals lies a potent yet often overlooked facet: relationship-building with potential grantors. Establishing and nurturing these connections can substantially amplify the likelihood of securing grants while forging enduring partnerships. Here are some key strategies for nonprofits to cultivate meaningful relationships with funders.   1. Precise Targeting: Conduct comprehensive research to pinpoint grantors whose mission closely aligns with your organization's goals. Tailoring your approach to those with shared values maximizes the chances of resonating with potential funders. 2. Compelling Communication: Craft a clear and compelling narrative that seamlessly weaves your mission, objectives, and impact. Ensure your story resonates with the grantor's ideals and demonstrates how their support can create tangible change. 3. Personalized Engagement: Invest time in understanding a grantor's background and interests. Initiate conversations that highlight specific overlaps between their philanthropic pursuits and your organization's mission. 4. Transparency and Reliability: Foster trust by being transparent about your organization's financials, challenges, and objectives. Clearly articulating how grant funds will be utilized and the projected outcomes reinforces your accountability. 5. Regular, appropriate and timely updates: Keep lines of communication open after initial contact. Share regular progress updates on your projects. But, be cautious not to overwhelm the funder. You can seek creative ways to do this e.g. short personalized video and audio notes. 6. Collaborative Outlook: Frame your relationship as a partnership rather than a transaction. Involve the grantor in decision-making and seek their insights, demonstrating that their role transcends mere financial contribution. 7. Appreciation and Acknowledgment: Express gratitude through thoughtful gestures like public recognition and event invitations. Demonstrating appreciation reinforces the grantor's value as a collaborator. 8. Long-Term Vision: Forge relationships with a view to the long term. Multi-year partnerships can foster stability for your organization and enable the grantor to witness the evolution of their support.  9. Continuous Nurturing: Steward relationships even after the grant concludes. Keep grantors apprised of developments, ensuring their involvement in your organization's journey remains intact. 10. Adaptive Flexibility: Tailor your approach to accommodate individual grantors' preferences, be it in communication style, engagement frequency, or interaction methods.   The power of relationships cannot be overstated. These strategies, meticulously applied, can transform potential funders into engaged allies, ushering in sustained financial backing, heightened visibility, and a shared impact on society. 

A client just closed their fiscal year with 24% revenue growth while most nonprofits are struggling to maintain last year's numbers. The difference wasn't their cause or their community - it was their approach to donor relationships. I got the call last week with results that made me smile. "We just closed our fiscal year," the executive director said. "Revenue is up 24% from last year." This wasn't a fluke or a one-time major gift windfall. This was systematic growth built on fundamentals that most organizations ignore. While other nonprofits in their community were cutting programs and laying off staff, this organization was expanding services and hiring new team members. Here's what they did differently: They stopped chasing grants and started cultivating donors. They moved from transactional fundraising to relationship-based development. They invested in donor stewardship instead of just donor acquisition. Most importantly, they treated fundraising like a year-round discipline, not a seasonal emergency. While their peers were launching "crisis appeals" every quarter, this organization was having regular coffee meetings with supporters. While others were sending mass emails begging for help, they were making personal phone calls to say thank you. They understood something most nonprofits miss: Sustainable revenue growth comes from deepening existing relationships, not constantly finding new ones. Their donor retention rate went from 45% to 73% in eighteen months. Their average gift size increased by 40%. Their major gift pipeline grew from three prospects to fifteen qualified donors. The 24% growth wasn't magic. It was the compound effect of doing basic relationship building consistently well. Your organization's financial struggles aren't because of the economy, donor fatigue, or increased competition. They're because you're treating fundraising like marketing instead of relationship building. Stop looking for silver bullets. Start investing in the proven fundamentals that create sustainable growth. Because in fundraising, organizations that focus on relationships instead of transactions don't just survive difficult times - they thrive through them.

🔹 Struggling to Find New CSR Donors? Here’s the Strategy That Works 🔹 In my recent poll, the #1 fundraising challenge that stood out was: Finding New Donors. And I get it. The usual advice—"research prospects, send cold emails, apply for grants"—isn’t enough. The real problem isn’t finding donors, it’s attracting them. Here’s how I’ve helped organizations consistently acquire new funders: 1️⃣ Donors Fund What They See—Are You Visible Enough? Most NGOs expect funders to find them, but in reality, funders are actively looking for high-impact organizations. The question is: Are you in their line of sight? 🔹 Be active on LinkedIn—Thought leadership builds credibility. 🔹 Attend sector-specific events—Grantmakers and CSR heads don’t sit in isolation. 🔹 Leverage media & PR—A published impact story can attract unexpected funders. 💡 New donors don’t come from new emails; they come from new visibility. 2️⃣ Your Outreach Isn’t the Problem—Your Positioning Is Most fundraisers send out asks. Instead, think like a strategic partner: ✔ Speak funders’ language—Link your work to their ESG, CSR, or SDG goals. ✔ Show long-term impact, not just needs—Funders fund solutions, not problems. ✔ Use warm introductions—Cold outreach has a lower success rate than referrals. 💡 Stop “seeking donors.” Start attracting them with a compelling impact proposition. 3️⃣ Expand Your Donor Pipeline Strategically The best organizations don’t rely on one donor type. They diversify: 🔹 Corporate Partnerships – Target ESG-driven companies, not just CSR teams. 🔹 High-Net-Worth Individuals – Engage philanthropists via networking events. 🔹 Institutional Funders – Focus on multi-year grants instead of one-time funding. 🔹 Community Giving – Crowdfunding and individual giving add resilience. 💡 If you only rely on grants, you’ll always struggle to find new donors. 4️⃣ Funders Talk—Make Sure They Talk About You A warm referral from an existing donor is 10x more effective than a cold approach. How? ✅ Keep existing funders engaged—They will introduce you to their networks. ✅ Ask for introductions—Many funders know other funders. ✅ Share impact updates regularly—Make it easy for funders to showcase your work. 💡 Fundraising isn’t just about acquiring donors; it’s about making them your ambassadors. Final Thought: The Best Fundraisers Don’t “Find” Donors—They Position Themselves to Be Found. If you’re struggling with new donor acquisition, it’s time to shift from chasing funding to attracting funders. #FundraisingStrategy #NGOFunding #NewDonors #CorporatePartnerships #NonprofitGrowth #SocialImpact #DonorEngagement

𝗜 𝗿𝗲𝘃𝗶𝗲𝘄𝗲𝗱 𝗿𝗲𝗷𝗲𝗰𝘁𝗲𝗱 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹𝘀. 𝗧𝗵𝗲 𝘀𝗮𝗺𝗲 𝟱 𝗺𝗶𝘀𝘁𝗮𝗸𝗲𝘀 𝗸𝗲𝗽𝘁 𝗿𝗲𝗽𝗲𝗮𝘁𝗶𝗻𝗴. Not because the organizations had weak ideas. Because the proposals failed to translate those ideas into donor logic. Here is what I kept seeing:  𝟭. 𝗣𝗿𝗼𝗯𝗹𝗲𝗺 𝘀𝘁𝗮𝘁𝗲𝗺𝗲𝗻𝘁𝘀 𝘄𝗲𝗿𝗲 𝘁𝗼𝗼 𝗯𝗿𝗼𝗮𝗱 “Communities lack access to services” does not explain who is affected, where, why, and what will change.  𝟮. 𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝘃𝗲𝘀 𝘄𝗲𝗿𝗲 𝗻𝗼𝘁 𝗺𝗲𝗮𝘀𝘂𝗿𝗮𝗯𝗹𝗲 If the objective cannot be tracked, the donor cannot judge success.  𝟯. 𝗔𝗰𝘁𝗶𝘃𝗶𝘁𝗶𝗲𝘀 𝘄𝗲𝗿𝗲 𝗹𝗶𝘀𝘁𝗲𝗱 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗿𝗲𝘀𝘂𝗹𝘁 𝗰𝗵𝗮𝗶𝗻 Training, awareness sessions, and meetings are not outcomes. They are only inputs into change.  𝟰. 𝗕𝘂𝗱𝗴𝗲𝘁𝘀 𝗱𝗶𝗱 𝗻𝗼𝘁 𝗺𝗮𝘁𝗰𝗵 𝘁𝗵𝗲 𝘁𝗲𝗰𝗵𝗻𝗶𝗰𝗮𝗹 𝗱𝗲𝘀𝗶𝗴𝗻 A strong narrative with a weak budget creates doubt. Donors notice when staffing, M&E, travel, and implementation costs do not support the workplan.  𝟱. 𝗜𝗻𝗱𝗶𝗰𝗮𝘁𝗼𝗿𝘀 𝘄𝗲𝗿𝗲 𝘄𝗿𝗶𝘁𝘁𝗲𝗻 𝘁𝗼𝗼 𝗹𝗮𝘁𝗲 Many teams add indicators after the proposal is almost finished. That creates weak logframes and unclear accountability. The fix is not more beautiful writing. The fix is alignment: Problem → objective → activities → indicators → budget. 𝗪𝗵𝗲𝗻 𝗼𝗻𝗲 𝗽𝗮𝗿𝘁 𝗶𝘀 𝘄𝗲𝗮𝗸, 𝘁𝗵𝗲 𝘄𝗵𝗼𝗹𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹 𝗯𝗲𝗰𝗼𝗺𝗲𝘀 𝗵𝗮𝗿𝗱𝗲𝗿 𝘁𝗼 𝗱𝗲𝗳𝗲𝗻𝗱. Donors are not only asking, “Is this a good project?” They are asking: “Can this organization deliver this project, measure it, and justify the cost?” 𝗧𝗵𝗮𝘁 𝗶𝘀 𝘄𝗵𝗲𝗿𝗲 𝗺𝗮𝗻𝘆 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹𝘀 𝗹𝗼𝘀𝗲 𝗳𝘂𝗻𝗱𝗶𝗻𝗴. #DonorReadyPrograms #NGOFunding #ProposalWriting #DonorCompliance #GrantWriting #ProgramDesign