Dear Subscriber,
Fundraising is never easy. Fundraising during a raft of policy changes, federal funding cuts, and economic volatility can present an even steeper challenge for nonprofits. We’re here to help.
Welcome to the Advice Issue. For August, we’ve put together a package of stories that lays out how leaders can approach raising money during uncertain times. You’ll find insights on building sustainer programs, standing out to win big grants and gifts, and much more.
In the new issue:
Lisa Schohl shares five ways to take monthly giving to the next level. A strong sustainer program is one approach to ensuring steady revenue, as monthly donors tend to be easier — and cost less — to hang on to than other supporters. One tactic: Craft messages that lead with impact. “It’s just about emphasizing the ongoing need and making that case to the donor,” says Alicia Meulensteen, director of nationwide membership at the American Civil Liberties Union.
M.J. Prest explores how to win big grants in a competitive climate. Dedicating a team to work with big foundations can potentially help boost prospects, for example. Jazz at Lincoln Center employs three major-grant officers on its team of 17 fundraisers, says Janna Spock, its vice president and chief development officer. The performing-arts organization attracted $4 million in foundation grants during its last fiscal year — about 20 percent of the group’s $20 million in fundraising revenue.
M.J. also dives into how nonprofit leaders can land general operating support. A pair of key points: ease up on cold calls and play the long game in building relationships with program officers. Tonia Brown-Kinzel, who works for a consulting group that helps nonprofits secure and manage grants, says to expect at least six months — and up to a year — of relationship-building before you might be invited to apply for an unrestricted grant.
David Wheeler highlights seven strategies to reach DAF donors. Donor-advised funds are growing in popularity, but many nonprofits still don’t focus on DAF donors. Making it easy for DAF donors to give online — having an easy-to-find portal on your website instead of sending donors to a third party — is one way to help streamline the giving process.
Rasheeda Childress speaks with major-gifts experts about how to tee up major donors for big year-end giving. Among the insights: understand who your prospects are and where they are on their giving journey and plan to adjust for unexpected turns. For example, Pamela Perkins Dwyer, director of major gifts at the Los Angeles Master Chorale, says earlier this year some donors told her they were giving to the L.A. fire funds rather than their typical donation to her organization. That made sense given the magnitude of the fires, but it meant that fundraisers needed to recalibrate on reaching the organization’s goals.
