Before You Fundraise: The 6-Step Strategy Nonprofits Skip (But Can’t Afford To)

Fundraising isn’t just about asking for money—it’s about strategy, planning, and knowing exactly what you need before you even make your first ask. Too many organizations dive in headfirst, applying for a grant or hosting an event without laying the groundwork, only to be met with disappointment when things don’t go as planned. Here’s what you need to do before you start fundraising:

1. Get Clear on Your Vision & Plan

Fundraising without a clear vision is like trying to build a house without blueprints.

What is your goal? What impact are you trying to make? If your intention is to expand your youth program fivefold by raising $1M to hire new staff, renovate a facility, and buy new equipment—that’s your intention. It should never change. But the strategy to achieve it will evolve as you learn what works and what doesn’t.

2. Get Weird—Talk About the Numbers

Numbers make people uncomfortable, but fundraising is 50% numbers and 50% storytelling. You can’t tell a compelling story without hard data. Ask yourself:

- How much do you actually need? Down to the dollar, not just “as much as possible.”

- How will the funds be allocated?

- What’s your financial gap?

- What will success look like, numerically?

If you avoid numbers, you’ll struggle to create a strong case for support. Funders and donors want to know exactly where their money is going. Transparency builds trust.

3. Know Your Team & Their Roles

Who is on your fundraising team, and what are they responsible for? Fundraising isn’t a one-person job. Identify your:

- Grant writers

- Event planners

- Donor relations managers

- Social media and marketing team

- Board members or volunteers who will help with fundraising efforts

If you don’t have all these roles filled, how will you acquire the necessary skills? Will you hire, train, or seek outside expertise?

4. Diversify Your Fundraising Strategy

One fundraising method is never enough. Putting all your eggs in one basket, such as applying for one grant or hosting one big event, is a recipe for disaster. Instead, consider a mix of:

- Grant writing (but don’t rely solely on grants!)

- Peer-to-peer fundraising

- Donor campaigns

- Events

- Sponsorships

- Estate planning and legacy giving

The more diverse your fundraising strategy, the more resilient your organization will be.

5. Set a Timeline & Milestones

Fundraising takes time. Set clear milestones to track progress:

- When do you need to secure your first major gift?

- What are your fundraising benchmarks at three, six, and twelve months?

- When will you reassess your strategy?

A solid timeline keeps you accountable and allows you to pivot before it’s too late.

6. Strategy vs. Intention: The Secret to Fundraising Success

At Advocate Fundraising, we talk a lot about strategy vs. intention. Your intention is your big-picture goal—what you’re fundraising for and why. That doesn’t change.

Your strategy, however, will shift as needed.

Let’s say you plan to raise $1M by hosting a large fundraising event. But after the event, you only raise $250,000. That’s where you pivot. You don’t give up on your goal—you adjust your approach:

- Apply for grants

- Launch peer-to-peer fundraising

- Host another (smaller) event

- Seek corporate sponsorships

- Engage major donors

- Third-party fundraising / Corporate partnerships

- Launch a recurring giving program

The key is to never change your intention—but always be willing to shift your strategy.

Most People Skip This Step—Don’t Be One of Them

Many nonprofits approach fundraising by chasing the money—“Here’s a grant, let’s apply!”—without a plan in place. When they don’t get the funding, they become discouraged, thinking fundraising doesn’t work.

But fundraising does work when done strategically. Before you start, build a strong foundation. Your vision, numbers, team, strategy, and milestones will guide you toward success. And when you need help? Seek it. Because making your intention a reality is worth it.