Donor Participation Project

For nonprofit fundraisers, confidence and preparation are key to success. But cultivating these attributes often requires overcoming common biases like anxiety, pessimism, and uncontrolled optimism. Fundraising consultant Kenna Barrett, Ph.D. argues that role playing is an underused but powerful technique to help fundraisers gain the “inner game” that leads to effective donor conversations.

Barrett points out that high-reliability organizations like the U.S. Navy use intensive simulations and practice to prepare for challenging situations.

Fundraisers should adopt a similar model of preparation to feel ready for the unexpected in meetings with major donors. While optimism is important, going into a meeting without practice risks being unprepared for objections or questions you haven’t anticipated.

Practicing through role play, either with colleagues or by yourself, activates your analytical thinking and helps you work through how to respond to tough questions or obstacles. You can prepare for the conversation to go in different directions, building your confidence in managing a variety of scenarios. Start by identifying 2 or 3 ways the meeting could veer off from your expected path. Have a colleague play the role of the donor and practice responding to their concerns, while also keeping the conversation friendly and personable.

We often rely too much on spontaneity and “winging it” in fundraising.

But the reality is that effective major gift fundraising, especially at higher levels, requires the strategic thinking that comes from practice and preparation. Role playing a meeting with a major donor, with all the twists and turns it may take, will pay off through a more confident, strategic, and ultimately, compelling case for support. Fundraisers owe it to themselves, and to the donors and causes they serve, to be as prepared as possible for the critical conversations that shape their work. Role playing is a simple but powerful technique to achieve a high-impact inner game.

In summary, role playing simulations can transform anxiety into confidence and turn uncontrolled optimism into strategic preparation. Practice, as they say, makes perfect. For fundraisers, role playing may be the difference between an ask and an enthusiastic, generous gift.

For nonprofit fundraising teams working remotely, frequent check-ins are essential for maintaining collaboration and connection. Without face-to-face interaction, teams lose out on “drive-by” interactions where you can quickly catch up with colleagues. Team bonding also suffers when you can’t grab coffee or lunch together.

To address this, implement regular virtual check-ins.

Hold an optional weekly team coffee break where people can chat about their lives outside of work. Set some loose ground rules, like no discussing work projects, to keep things casual. While some team members may opt-out at times, these social interactions help build closer relationships.

Do “electronic drive-bys” via messaging to stay in contact with colleagues.

Drop team members a message to say hello and ask an open-ended question about how they’re doing. Let them know you’re reaching out to connect, not because you need something. These quick contacts make a big difference in reinforcing relationships when you’re apart.

As a leader, regularly check in one-on-one with team members.

Place a call to each person at least once a month to have an informal conversation about how their work is going, any challenges or wins, how their personal life is, and what they need to feel supported. Be transparent that your goal is understanding how they’re doing to provide better leadership. These calls give opportunities to voice concerns, share advice, and gain new perspectives on team dynamics.

For remote fundraising teams, out-of-sight can mean out-of-mind.

Build a culture of connectivity through frequent and thoughtful check-ins. When team members feel heard, supported, and attuned to one another despite physical distance, collaboration and productivity benefit. Leaders also gain valuable insights into how to help their teams thrive during difficult times. Overall team happiness and effectiveness depend on the relationships and trust built through regular communication. While technology enables remote work, human connection is still key.

With frequent and open check-ins, fundraising teams can maintain an environment of inclusiveness, shared purpose, and mutual understanding—no matter where team members are based. The effort to stay connected across the miles is well worth the reward of a cohesive, motivated team.

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Donors give to make a difference, not just to support your organization. To keep donors engaged for the long haul, focus your communications on praising and thanking them for the impact of their gifts.

According to fundraising expert Debbie Myers, “People don’t give to us. They give through us to change the world. We’re just the intermediary.”

With this perspective, express gratitude for your donors’ generosity in changing lives and communities, not just for the dollars they contribute. For example, say “Last year, you helped cure 50 children with cancer” instead of “Thank you for your gift to support our work.”

To make a meaningful connection, personalize your appeals and reports.

Research your donors to better understand their motivations and giving capacity. Ask questions to discover their interests and priorities. Then tailor your outreach with specific examples and stories to show how their past support made a difference in areas that matter most to them.

Avoid boring donors by rehashing information they already know about your nonprofit’s work.

Highlight new accomplishments and milestones to keep them engaged for the long run. Explain the cascading impact of their gifts with a compelling vision for future growth and progress.

Convey authentic gratitude through a sincere and enthusiastic tone.

Share heartfelt anecdotes, photos, and videos of real people benefiting from their generosity. For example, a story of a formerly homeless veteran who turned his life around after receiving job training and housing assistance thanks to donor funding.

While activity reports have their place, focus the spotlight on outcomes and transformations, not just numbers. Donors give to change lives, not hear about your organization’s activities and inputs. Share the inspiring human stories behind statistics to give meaning and urgency to the important work you do together.

Continually reinforcing your mission and donors’ central role in advancing it will strengthen their connection and loyalty to your cause over time. Expressing heartfelt and customized praise and thanks is the secret to keeping donors engaged for good.

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For nonprofit fundraisers, engaging your program staff in marketing efforts is essential. Program staff have vital stories and insights into your mission and work that can resonate powerfully with donors. However, getting program staff on board with providing content and participating in marketing initiatives can often feel like “pulling teeth,” as expert Julia Campbell describes.

There are a few reasons why program staff may resist contributing to marketing.

First, they may not fully understand what you need or why you need it. Be extremely clear and specific in your requests. For example, ask for “two sentences describing your recent work” rather than a vague request for “stories.” Provide concrete examples to illustrate what you’re looking for.

Second, program staff may see marketing as outside their job responsibilities or as extra work on top of their already heavy workload. This is where leadership support becomes critical. Unless program staff participation in marketing is reinforced by leadership as an important priority, your requests are unlikely to be a high priority for them. Work with leadership to align the entire organization around key marketing and fundraising goals.

Finally, program staff may view marketing as self-serving rather than mission-driven. Frame your requests around how sharing program stories and updates helps advance your mission by educating supporters and raising funds to help more people. When program staff realize marketing aims to highlight and celebrate their vital work, rather than create more work for them, they will become more willing collaborators.

With leadership backing, clear and specific requests, and a mission-focused approach, you can turn program staff into enthusiastic marketing partners. Their stories and insights are invaluable for demonstrating your impact and inspiring donors. Make the extra effort to overcome obstacles and get program staff on board—your marketing will thrive as a result.

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Gamers are often stereotyped as teenagers sitting alone in their parents’ basement. But the gaming audience is far more diverse than this myth suggests. Nonprofits looking to tap into gaming for fundraising would do well to understand the truth about gamers.

According to experts Diego Shiferker and Dan Long, the average gamer is 33 years old. Gaming is also almost evenly split between males and females. Nearly two-thirds of adults between 18 to 54 years old play video games. This wider age range and diverse gender split demonstrate that gaming is popular across demographics.

Gaming is also highly social.

Contrary to popular belief, 65% of gamers play with others, and 40% have built friendships with people they met through gaming. With many people using gaming as a way to stay connected, nonprofits can leverage this social aspect to build community and fundraising potential.

However, the size of a gamer’s following does not directly correlate with their fundraising impact or ability to build community. Bigger gaming influencers do not necessarily mean bigger donations or a more engaged base. What matters most is a gamer’s passion for and personal connection to the cause. Gamers who have benefited from a nonprofit’s work or mission are well-positioned to authentically engage their base.

For nonprofits looking to get into gaming, do not make assumptions about the audience. Take time to understand gamers and find those who care deeply about your cause.

Build real relationships and community, not just follower numbers. By debunking myths about gamers, nonprofits can set realistic expectations and find meaningful partnerships within the gaming world. Gaming may be a powerful tool for connection and change if you reach the right audiences for the right reasons.

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Live streaming has opened up new opportunities for nonprofits to connect with donors in real time. However, choosing the right donation tools to facilitate giving during a live stream can be challenging. Here are some of the pros and cons of different options to consider.

Using your existing donation forms and online giving platforms are convenient since donors and staff are already familiar with them. The data is integrated into your CRM and reporting. However, these standard tools are not designed for live streams and lack functionality like donation alerts to recognize donors in real time. They may deter some donors who prefer a more interactive giving experience.

Tiltify and DonorDrive are popular tools created specifically for charity live streams.

They offer alerts, incentives, and rewards to motivate donors. Streamers can easily fundraise for your cause by launching a campaign on the platform. However, your organization has less control over the branding and donor experience using a third-party platform. There are also fees associated with using the tools.

Twitch recently launched a donation tool in closed beta that uses the PayPal Giving Fund.

It has the potential to reach new audiences already active on the Twitch platform. However, the tool is still in early testing and may lack some advanced features of other live streaming donation platforms. Fees will also apply when it officially launches.

The best approach may be using a combination of these tools. For your own live streams, use your existing donation forms but also experiment with other platforms to provide an optimized experience for stream viewers. Make it easy for fundraisers to start campaigns on your behalf using tools like Tiltify. Consider Twitch’s donation tool once it fully launches to tap into new communities. With some testing, you can determine the right mix of tools to facilitate an impactful live stream fundraising program.

In summary, weigh the pros and cons of each tool based on your needs and audience. A multi-platform strategy may be most effective to maximize your live streaming fundraising success.

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The gaming industry has exploded into a $200 billion market, with over 70% of Americans identifying as gamers. Nonprofits are taking notice and partnering with gamers and streamers, also known as video game influencers who live stream their gameplay, to raise funds and awareness for their causes.

According to April Stallings, who leads gaming and streaming fundraising at Make-A-Wish International, the key is building authentic relationships and understanding gaming culture.

“Do your research and make sure any content creator you partner with aligns with your organization’s values,” she advises. “Become part of their community by following them on social media and joining their live streams. And don’t ask them to change who they are or what games they play.”

The most popular fundraising models in gaming are community events, charity live streams, and evergreen programs.

Community events like Games Done Quick and Z Event are organized by gamers to raise millions for charity over several days of nonstop gameplay and streaming. Nonprofits can organize their own charity live streams, providing streamers with fundraising toolkits and assets to promote the cause during their broadcasts. For evergreen programs, nonprofits create turnkey tools on their website so streamers can fundraise for them anytime.

To get started, Stallings recommends developing a long-term plan, allocating staff and resources, choosing fundraising tools and software built for streamers like Tiltify, and recruiting streamers by reaching out to them directly or through their agents.

“When a streamer fundraises for you, they’re donating their income for the day,” she says. “Engage with their community in the stream chat, hype them up, and show your appreciation.”

With a built-in audience of nearly 400 million viewers, the streaming and esports communities are primed to become meaningful partners for nonprofit fundraising. By understanding the culture, building authentic relationships and providing the right tools and support, nonprofits can tap into this passionate base of donors and establish a innovative new source of funds. The opportunity to reach younger audiences and bring play into philanthropy may be just a joy-stick away.

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For small nonprofits, institutional knowledge can be hard to retain when staff turnover is common. However, putting in place basic systems and processes can help capture learnings and smooth transitions. According to Ali Evans, Executive Director of Foodnet Meals on Wheels, “Use the database and then learn how to access the data in the database. We use GiftWorks and taking the time to get to know it, using it is helpful.”

While a sophisticated donor database may not be feasible for some organizations, start with what you have and use it consistently. Track donors, gifts, communications, and interactions to build a history of relationships. Refer to records regularly, not just during fundraising drives or when staff leave.

Standard operating procedures are another mechanism to retain knowledge.

Evans acknowledges her organization needs to develop SOPs to prepare for future changes. Documenting core procedures, timelines, and processes provides guidelines for new staff to get up to speed quickly. They also create continuity when long-time employees depart.

For recruiting, think beyond job boards which often yield candidates from far away.

Evans recommends networking locally by attending chamber meetings, connecting with rotary clubs and making the most of your social networks. You may find candidates more committed to your organization and mission. Exploring creative options like work-study internship programs with nearby colleges and universities is another approach. Students gain experience while providing part-time help, often at lower cost.

While change can be difficult for small nonprofits, planning for it will reduce disruption.

Focus on building trust and relationships, not just technical skills. Take a people-centered approach, connecting with donors through personal outreach. Systems and processes may not need to be sophisticated but should capture the knowledge and experience gained over years or even decades. Valuing your institutional knowledge and finding ways to retain it will help your organization pivot during crises and thrive. Personal touches, networking and community partnerships can take you further than the latest software or job board.

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For nonprofit fundraisers, success is built on infrastructure. According to Heather Thompson, Chief Development Officer at NorWest Community Action Partnership, investing in the underlying systems and processes to support fundraising is critical.

When Thompson started at NorWest CAP, the 55-year-old organization had no fundraising program. Her first priority was not raising money but establishing the infrastructure to enable long-term success. She focused on goals like finalizing a donor database, developing professional messaging and marketing materials, and building a fundraising committee. These foundations allowed the team to start small by submitting grant proposals and holding a community event.

Two years later, the organization is achieving fundraising wins, but Thompson acknowledges they are still laying groundwork. Fundraising infrastructure is not built overnight. However, many boards and executives do not understand this and push unrealistic expectations. “No fundraiser meets the bare minimum. We want to do everything to support our mission,” Thompson said. But doing so risks burning out and failing to build sustainably.

Fundraisers must educate leadership about infrastructure needs by setting incremental goals and outlining resource requirements.

At NorWest CAP, Thompson leveraged available data and metrics to make the case for a donor database and marketing investments. She worked with receptive board members to get buy-in before presenting to the full board, using their advocacy to overcome objections.

Starting small and scaling up worked for NorWest CAP. Thompson set modest revenue targets, focusing instead on foundational goals like donor retention and new donor acquisition. An annual event aimed to raise brand awareness rather than large amounts of money. In year two, lower ticket prices and more sponsors led to greater impact and community participation.

For fundraisers in startup or rebuilding mode, Thompson’s experience shows infrastructure comes before short-term gains. Educate others, set incremental goals, start small, analyze and iterate. Success will follow at a sustainable pace. The key is patience, persistence and remembering that fundraising is a long game. With the right infrastructure in place, the wins will come.

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Donors give to charities for two main reasons: to support the collective good provided by the organization or for the private benefits they gain. Professor Mark Ottoni-Wilhelm of Indiana University calls these the “dual motives” behind philanthropic behavior.

Charities often appeal to donors by highlighting the collective benefits of their mission, like helping those in need or advancing education. But donors also give for internal reasons, such as reducing guilt, boosting their self-image, or gaining social approval. According to Wilhelm, “the amount that the donor gives to the charity is what gives them some kind of benefit.”

These private motives are equally powerful drivers of donations.

Charities would be wise to consider both sets of motives in their fundraising appeals and stewardship. For example, a message evoking empathy for those suffering may also induce feelings of distress and sadness in the donor. If not balanced properly, this could discourage the donor from building a long-term connection with the organization.

Charities must evaluate how their appeals generate emotion and determine the right level of tension that spurs action without discomfort. Focus groups, surveys and staff input can help assess emotional responses to messages. Matching gifts, a popular fundraising tactic, often work by tapping into private motives like social pressure, not just a desire to double impact. Charities should understand which motives their match program activates to ensure it fosters sustainable giving.

While collective benefits motivate some portion of all gifts, private motives also shape donor behavior. Savvy charities will nurture relationships that satisfy both sets of motives. They will communicate collective impact while also recognizing donors for their generosity. They will provide meaningful opportunities for donors to become personally involved in the cause. By speaking to both the heart and the ego, charities stand the best chance of gaining loyal supporters for life.

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