Give and Take

“You can’t ask a donor for a major gift if you don’t even speak their language.” Most fundraisers live in a nonprofit echo chamber—talking to each other, quoting the same case studies, even watching the same TV stations and staying in the same cultural environment. But your donors don’t live there. Step outside the bubble. Learn their world—or lose their trust. This is for the 5% who will.

explores the psychology, strategy, and nuances of effective fundraising, distinguishing it from mere begging. Through sharp wit and real-world anecdotes—including an encounter with a street hustler—it emphasizes that successful fundraising is about relationship-building, not pressure tactics. The piece breaks down donor segmentation, the importance of major and planned gifts, and how introverts can excel in fundraising through deep listening. Offering practical advice on donor engagement, retention, and the power of strategic asking, this guide is an essential read for fundraisers looking to elevate their approach.

The nonprofit sector is facing a major shift—individual giving has dropped by $65 billion between 2021 and 2023. Using Giving USA 2024 and IRS data, we see that donations fell from $439.11 billion in 2021 to $374.40 billion in 2023. Economic factors like inflation, reduced disposable income, and fading stimulus funds are driving this decline. Nonprofits must adapt by strengthening annual giving, diversifying revenue streams, and prioritizing planned giving to secure long-term support. This is not just a temporary trend—it’s a wake-up call. The time to act is now. Are you prepared for the future of fundraising?

Moves management is a systematic approach to converting casual donors into major contributors by tracking and planning every interaction. The process involves four key stages: identification (prospect research), cultivation (relationship building), solicitation (making the ask), and stewardship (maintaining engagement). Organizations need a robust CRM system to track donor interactions and progress through each stage. Success requires clear revenue targets, team alignment, and regular performance monitoring. When properly implemented, moves management creates sustainable donor relationships and predictable fundraising outcomes.

Truly great donor stewardship is an art and a science. It’s not just being able to connect with your donors on an emotional level; it’s being able to engage them in a way that adds value to their lives and shows them the fruits of their philanthropic efforts. The best organizations have mastered the art of donor stewardship, and they’re using that knowledge to grow their fundraising programs year after year.

A common misunderstanding is that charity begins with the wealthy. In fact, much of the world’s charitable giving originates from grassroots efforts and individual donors—not Bill Gates or Mark Zuckerberg’s foundations.

monthly giving program provides nonprofits with predictable revenue, stronger donor retention, and increased matching gift opportunities. By enabling recurring donations via electronic funds transfers (EFTs) or credit cards, organizations secure a steady cash flow while reducing donor attrition. Monthly donors also tend to give more annually and are prime candidates for planned giving due to their high recency, frequency, and monetary (RFM) scores. With 60% of donors preferring online giving and 44% already enrolled in monthly programs, launching one now can enhance fundraising success and long-term sustainability. Start today and watch your nonprofit’s revenue grow!