How We Think About Fundraising

Integrated. Authentic. Aligned.

At ChangeMatters, we teach and coach a relational, connective approach to major gifts and foundation fundraising. We intentionally move away from traditional sales-based models like cold calling, persuasion-driven tactics, and transaction-oriented strategies. They don’t work for philanthropy. We also steer clear of over-reliance on a single charismatic leader, an approach that is rarely sustainable over the long term.

Nonprofit and movement organizations need resources to do their work and deliver on mission — and money is a critical and essential resource, particularly in this economy. However, it is not the only one. Relationships, grassroots support, and community assets can and should be leveraged so that individuals and communities can invest in meaningful and varied ways.

Generally, we encourage clients to start with who they already know. Together, we map relationships, identify leaders, and clarify where trust and shared values already exist. Nearly every client has a longer and warmer prospect list that they think. Fundraising is a form of organizing work—the skills organizations use every day to engage communities are the same skills that underpin effective resource development. Good fundraising is organizing work, similar to deeply connected to program, education, and relationship building, , not separate from it.

Fundraising strategies should evolve as organizations grow and as external conditions shift. The approach that helped launch an organization is not always the one that will sustain or scale it. By understanding an organization’s funding history, strengths, and stakeholder relationships, we can identify realistic opportunities and adapt strategies for the current environment.

And behind the scenes, systems need to keep pace with organizations as they evolve so that grantwriting, reporting, and relationship management for the whole team. Systems break down when they are dependent on one person holding everything together. As strategic advisors and partners, we assess what’s already in place, build on what’s working, and identify gaps to address and experiments to try next.

Resource development is rooted in people and relationships, supported by strong systems. When done well, it is steady, values-aligned work that takes time—and builds lasting capacity.

Many of the leaders we work with come to us when they’re questioning whether their current fundraising approach still fits. If you’re asking similar questions, we invite you to reach out.